Exordiom have been instrumental in our journey over the past year, driving transformative impact across multiple dimensions: GTM Transformation, Operational Efficient, and Trusted Advisor. I highly recommend Exordiom to any organization looking to optimize their GTM strategy or drive meaningful transformation.
Netlify's Strategic Use of GTM Offshore Talent for Growth and Efficiency
“Netlify Leadership on overall Exordiom Talent's partnership: "Partnering with Exordiom Talent has transformed how we scale our GTM organization. We've cut our talent costs by 60% while getting higher performing teams - their BDRs
consistently deliver 40% more pipeline than our US-based hires. Our time-to-hire dropped from months to just 10-days, cutting our hiring time by 90%. What's incredible is the quality - we're getting people with 5+ years of experience who outwork everyone else on the team. The cost savings have allowed us to triple our GTM headcount without increasing budget, expanding from BDRs to Customer Success and Support. Best of all, they integrate seamlessly - you wouldn't know they're offshore if no one told you. It's been a game-changer for our ability to scale efficiently."
Netlify, a rapidly expanding tech company specializing in simplifying web development and deployment processes, sought to optimize its growth strategy. Richard Terry Lloyd, CRO, along with his GTM leaders including James Harrison, Head of Revenue Operations, and Akia Obas, Head of Data, Insights, and GTM Business Systems at Netlify, faced the challenge of expanding their team to effectively support the company's ambitious goals of generating higher more and higher quality pipeline, better GTM operations, higher lead conversions, better customer service, all while cutting customer acquisition and support costs by more than 50%. Hiring for essential roles like Business Development Reps, Salesforce administration, data engineering, and deal desk management within the US market proved both expensive and time-consuming. The intense competition for these specialized skills significantly inflated salaries, creating a substantial financial strain for a burgeoning company like Netlify.
To overcome these obstacles, Netlify entered into a strategic partnership with Exordiom Talent, a company specializing in providing skilled offshore GTM experts. Exordiom Talent's comprehensive approach encompassed all aspects of the hiring process, including vetting, HR management, and security protocols. This allowed the Netlify team to concentrate on onboarding new team members and equipping them for success within their environment.
Netlify Leadership on Exordiom Talent's value: "We were working with a company that really understood our business and what we were trying to accomplish in our go-to-market strategy - just being able to partner with someone that got it made it a great fit."
This strategic collaboration generated remarkable outcomes for Netlify:
- Accelerated Hiring Timeline: Netlify successfully recruited a series of GTM experts including BDRs, CSMs, Salesforce administrator, Deals Desk Manager, Data Engineer, and a Team Manager in an impressively short timeframe of just two weeks, from the initial job posting to the final selection for each of the roles. The candidates were found and placed at Netlify within a 2-week time period, which demonstrated the efficiency of the process.
Netlify Leadership on hiring process speed: "It was really fast. I wish I could repeat that process for all of our hires. It was under two weeks and the candidates started less than 48 hours after we have them a Yes!."
- Trisha Kothari, CEO/Co-Founder of Unit 21Substantial Cost Reduction: By harnessing the benefits of offshore talent, Netlify realized significant cost savings, ranging from 60% to 75% across various roles compared to hiring for equivalent positions within the US.
- Acquisition of Top-Tier Talent: The offshore professionals recruited through this partnership possessed the necessary skills and experience to excel in their roles. Notably, the GTM experts brought valuable experiences from leading consulting firms and relevant companies in a similar industry and showcased the strong and pertinent experience required in the respective roles.
- Seamless Team Integration: Netlify made it a priority to seamlessly integrate offshore team members into Netlify's culture. They ensured their inclusion in team meetings, virtual social gatherings, and other events, fostering a sense of unity and camaraderie between onshore and offshore personnel. This approach facilitated collaboration and knowledge sharing across geographical boundaries.
Performance & Scale
- Offshore BDRs delivering 40% higher pipeline generation vs US-based hires due to better coverage and tools experience
- 80% of BDR team consistently hitting monthly targets
- Reduced cost per qualified meeting by 60%
- Offshore RevOps team (SFDC Admin, Deals Desk, Data Engineer, etc.) helped drive 25% more pre-sales optimization (e.g. list building, contact clean-up, SFDC process adherence, deals desk process) to enable higher focus on top of funnel, while freeing up RevOps leadership time to focus on more strategic projects
Cost Efficiency
- 60% reduction in talent costs
- Operating at 1/3 the cost of US-based hires
- Cut recruiting and HR overhead by 95%
Speed & Efficiency
- Reduced time-to-hire by 90% (from months to weeks)
- Accessing talent pool with 5+ years experience
- Zero ramp time on sales/CS/Ops tools and software due to prior experience
Quality & Retention
- Seamless integration with existing teams
- Higher work output vs traditional hires
- Greater role stability and lower turnover
- 80%+ employee retention rate vs 55% industry average
Netlify Leadership on Exordiom Talent's value: "We were working with a company that really understood our business and what we were trying to accomplish in our go-to-market strategy - just being able to partner with someone that got it made it a great fit."
Netlify's positive experience with offshore talent serves as a compelling example for startups and businesses seeking to expand their talent pool, manage costs effectively, and accelerate growth. This case study demonstrates the effectiveness of a well-structured and strategically executed approach to offshore hiring. It highlights the importance of open communication, proactive integration of team members, and a conscious effort to dismantle biases. By embracing these principles, companies can unlock new opportunities for growth and achieve greater efficiency in today's competitive business landscape.
Are you ready to see how offshore resources can change the game for you?
