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Customer: Orum

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Website: orum.com

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Solution: Staffing

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Transcript edited for clarity:

Meet Talha from Orum

My name is Talha Husayn. I'm currently the VP of technical sales at Orum.

Orum is a live conversation platform and we really first started the platform by focusing on the most manual and tedious effort of making calls, where reps would spend hours a day making calls, only get a handful of conversations. And live conversations today, especially across most B2B SaaS, is still the highest performing in terms of conversion when they occur, as well as the most valuable, because you're actually having a live human connection.

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How Does Orum use Hireframers on its Sales Team

Hireframe really helped Orum unlock and optimize the sales development team. And it was really done so through providing us with a new subset of sales development reps we call account development reps, ADRs. And it was something that no other company has really done before. There are some companies who had done that, but like it's more of a research group and they pass leads along. It wasn't at the depth of what we were saying, which is like, we have experienced SDRs, they know how to write emails, they know how to prospect and things that current tech staff cannot automate and also a layer of decision-making and intellectual capacity that's required to personalize said email to know that this title actually means they're not ICP, even though it sounds exactly the same as this title, by looking at their previous job history.

I mean, these are things that, again, sales development reps are spending most of their time not actually selling. And so we said, hey, how can we outsource this? But if we're gonna outsource it, we need someone who's also intelligent. It can't just be someone off the street. It has to be someone who likely has had a college degree. But also it has to be cost effective. So what I found with Hireframe is that we were able to have access to talent that was incredibly smart, they're able to learn, and at the price point where they both benefited and so did we. That was very difficult to do with any sort of other freelancing or staffing company.

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How Have the Hirreframers Grown with Orum?

I think about the initial Hireframers like Iyah and Jon. They both set the standard of the company. And then there was many more Hireframers who came after that. and by and large, all of them, you know, were really, really, really good. especially at that stage of the company. and I think about someone like Jon, to your point, where he started off as an ADR, became a team lead, so I was able to relinquish a lot of those responsibilities on to Jon. 

But, you know, both Jon and Iyah are really smart. They were able to break down the process, right? They were able to create workflow documentation. There were even a lot of ADRs that were doing BPM mapping, which we started selling as a separate service for a little bit. And that was like, that was starting to take off so fast that we had to kill it because it might mess with our own valuations as a software company. I don't know if that tells you about the success of working with the company, but we almost created an entirely new product line and all professional service offering. And so, not only were they able to grow, but they were able to bring their intelligence with them. And even though the ADR program is a lot of manual effort and work that they're essentially doing, because they are smart and we love smart people, we're going to allow them to improve the process and allow them to get the feedback. 

So a lot of the operational way that we operated, the way that we improved the product, the way they improve the process when it came to outbound motion and overall pipeline generation, was driven by their, and largely by Jon and Iyah's feedback in the early days, like, what can we automate? Like what's working for you? What's taking a lot of time? And Jon in particular, right, he's, he also has an engineering background. He's learning about that. So we were able to graduate them to different parts of the company. And as certain parts of the company were no longer relevant, once we have a lean data and all sorts of automation that made the ADR a little bit less relevant, we're still able to maintain the talent because we're able to train, but also they are smart enough to train themselves up to be useful in other capacities, moving into support, moving into Rev Ops.

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How is Hireframe Different from Other Staffing Vendors?

I think one of the things is that when people look at outsource talent, and especially when they look at like the SDR in particular, there's a lot of outsourced SDR organizations. So they're specifically hiring and breeding and creating, you know, these sort of individuals, right, to take on these roles. So they're very specified to that. Whereas Hireframe, you know, you have a much more full gamut, right, of different roles and where they could fit.

I think as a partner, one thing that you guys did that other staffing partners wouldn't do is you create an entire internal program to train them on the solutions, services and technologies we're using and kind of had your own little class. So you recreated the SDR hiring protocol and class trainings that you'd see at other SDR organizations, specifically for the ADRs to vet them before even bringing them into an interview.

That is a lot of work that was taken off our plate. And so, I think that that's something that you normally don't see. And the only way to see that would be to go to the specific staffing companies that focus 100% on that. But then at the same time, you are gonna be paying a much higher price, and they might not adapt with you. So I think as a partner, you guys adapted to the needs that we needed and the talent still remained really high. You deleverage the risk on our end and the de-risking is probably one of the most important pieces for us at the early stages, because we don't have a lot of resources and time to waste. And even a single bad hire can set you back. From my perspective as a partner and to be able to be as malleable as you guys were and grow with us was really impressive.

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We’re Not Rolling the Dice

We have a lot of confidence that the people that are coming in, that there can be a long-term place for them, but also that they're gonna be able to do the job, first and foremost, and that we're not rolling the dice. dice, which if anyone's ever used outsourced staffing before, if it's your first time or you haven't done it in a while, there's no way you haven't had negative experiences in the past. There's no way. You'd have to be the luckiest person in the world to make five hires and one of them doesn't work out. Versus a damn near perfect spot record with Hireframe.

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