Nitro’s business productivity software was growing fast. With recent acquisitions and mergers, they were shifting focus to mid-market and enterprise segments. Their outbound pipeline needed to grow to keep pace.

The vanguard engaging the new target markets would be the SDR team.

But up to that point, the SDRs had relied almost exclusively on inbound channels. To drive the new direction, they would need training to ramp up quickly or risk stalling the company’s growth.

Right at that moment, however, Nitro’s Global SDR Director resigned.