Pre-standard archive. This write-up predates the Field Report evidence standard and its claims are not source-verified. Verified engagements are published as Field Reports.
Rebuild Report
Tolstoy•Video SaaS
Rebuilt the SDR org from the manager's chair down.
$1.4M
Pipeline / Q
±8%
Forecast
100%
Rep retention
Challenge
Fast-growing SDR org had scaled ahead of its management system. Pipeline was inconsistent quarter to quarter.
Approach
- Coached the SDR manager into a full operating rhythm.
- Installed weekly 1:1s, monthly business reviews, and a quarterly rebuild ritual.
- Rewrote scripts around buyer conversations, not product features.
Timeline
16 weeks · 2 embedded cycles
Outcome
- $1.4M in qualified pipeline generated in the following quarter.
- Manager-owned forecast accuracy within 8%.
"The operating rhythm he built for our managers is the thing I'd never give back. Everything else compounds from that."