How does the pay-per-meeting model work and how is risk reversed?

Cormac Repman
Aug 30
3 min read

We only get paid when your team has a qualified meeting on the calendar with a genuine prospect. You set the qualification criteria upfront—title, company size, industry, budget requirements—and we handle everything else. We take on all the sourcing, outreach, and qualification risk so you can focus on closing.

How the Pay-Per-Meeting Model Works

Here's the mechanics. You define what a qualified meeting looks like for your business—maybe it's a VP of Sales at a company with 50+ employees in the construction software space with an annual budget above $500K. We source prospects matching those criteria, run outreach campaigns, qualify the conversations, and book the meetings directly into your calendar.

The moment a meeting lands on your calendar and meets your qualification criteria, you're charged a flat fee per meeting. That's it. No retainers, no setup costs, no fees for prospects who don't convert or meetings that don't happen. You literally only pay for results.

Why This Reverses Risk

In traditional recruitment or lead gen, you typically pay upfront for a campaign and hope the quality justifies the cost. You're betting on the vendor's definition of "qualified" and hoping they deliver. If the meetings don't pan out, you've already spent the budget.

We've flipped that. We're betting on ourselves. We spend our time, our tools, our resources upfront to build an accurate picture of who your ideal buyer is and then deliver them to your sales team. We don't get paid until we prove we've done that job well. Your $0 cost if a meeting doesn't materialize means our $0 revenue. That's a real incentive to get qualification right.

What Counts as Qualified

This is where clarity matters. Before we launch, we sit down and define exactly what qualified means to you. Is it a company size threshold? Revenue? Industry vertical? Role seniority? Do they need to have mentioned a specific pain point in discovery? We document this criteria and use it as the gate for every meeting we book.

If we send someone on the calendar who doesn't meet the criteria you've agreed to, that's not a chargeable meeting. This keeps us honest and ensures we're not padding numbers with low-intent bookings just to hit a quota.

Pricing and ROI

Pricing varies based on your industry and the specificity of your ICP, but most companies see per-meeting costs in the $250 to $1,500 range depending on buyer complexity and market. A B2B SaaS company selling to mid-market enterprises typically lands around $800 to $1,200 per qualified meeting. A company selling specialized compliance software into healthcare might be closer to $1,500 because those buyers are harder to source.

Compare that to your cost of an internal SDR salary (typically $50K to $70K annually, plus benefits and tools), and one fully-booked day of meetings pays for weeks of our service.

Common Concerns We Hear

Some teams worry that we might have different standards for "qualified" than they do. That's why the definition is collaborative. We literally sign off on the same criteria you do. If there's ever a dispute about whether a meeting qualifies, we resolve it together before you're charged.

Others ask: what if the prospects ghost or cancel? Those no-shows don't count as meetings. The meeting has to actually happen for us to get paid.

How to Get Started

This model works best when you have a clear definition of your ideal customer and a sales team ready to take qualified meetings. If that's you, let's align on your criteria and get your first batch of qualified meetings booked.

Book a call with us to walk through your ICP and see how this works for your business.