$2.2M in Revenue and 18 Closed Deals — What Eight Years of Embedded Sales Development Looks Like

Folloze is a B2B buyer experience platform that enables marketing teams to create and deliver personalized campaigns for target accounts. Their buyers are B2B marketers — ABM leaders, demand generation directors, and marketing operations managers — at enterprise companies across North America, EMEA, and APAC. Folloze has been a Sellerate client for approximately eight years, making it the longest-running engagement in the portfolio. The relationship started when Helen, who had worked with Sellerate at a previous company (Zignal Labs), moved to Folloze and brought the team with her.

Folloze needed a reliable, scalable outbound engine that could run alongside inbound follow-up and event support — without the cost and risk of building and managing an in-house SDR team. The target buyers are sophisticated B2B marketers who build campaigns for a living, which means they can spot generic outreach instantly. Credibility, product understanding, and strong writing matter more than volume in this market.

Sellerate embedded three dedicated SDRs into Folloze's team, operating inside Outreach, Salesforce, Slack, and Folloze's own platform. The SDRs handle outbound prospecting, inbound follow-up, and event support for one to two events per year — a full-cycle sales development function running under Folloze's brand. Each SDR manages roughly 750 accounts, covering B2B marketing teams across North America, EMEA, and APAC. The team targets managers and above in ABM, demand generation, and marketing operations, with the exception of product and content marketers.

Over eight years, Sellerate has generated approximately $2.2M in closed revenue across 18 won deals. The top-performing SDR has averaged 4.5 meetings per month since 2025 against a target of 5 — consistency that reflects the deep product knowledge and writing quality that Helen's testimonial highlights.

The longest-running client relationship started because someone took Sellerate with them to a new company.

‍Helen worked with Sellerate at Zignal Labs, moved to Folloze, and brought the team along. Eight years later, the partnership is still running — proof that the model earns repeat trust, not just initial contracts.

$2.2M in closed revenue across 18 deals shows sustained, compounding impact.

‍This isn't a spike from a single quarter. It's eight years of consistent pipeline generation that has produced real revenue at a steady cadence.

Marketing buyers demand credibility — and the SDRs deliver it.

‍Folloze's buyers are B2B marketers who create campaigns themselves. Getting their attention requires strong writing, genuine product understanding, and outreach that doesn't feel like outreach. Helen specifically calls out writing quality as a differentiator — a signal that the embedded model is working.