How does your business model work—are you a platform for salespeople to use or for businesses to do lead generation?

Cormac Repman
10 hours ago
3 min read

We're both. Glencoco is a network of trained sales representatives who specialize in booking qualified meetings for B2B SaaS companies. Instead of paying upfront for expensive SDR tools or hiring your own team, you only pay when we deliver a qualified meeting. It's that simple.

Here's how it works:

What We Do

We manage a network of experienced reps who run outbound campaigns on behalf of our clients. Your prospects get contacted by real people, not bots or automation software. Our reps research your target accounts, craft personalized outreach, follow up through the sales cycle, and book qualified meetings directly on your calendar. You never have to touch the mechanics of the campaign—we handle everything.

How We Price It

This is the key difference from traditional SDR platforms or hiring internal teams. You don't pay monthly software fees. You don't pay salaries, taxes, or benefits. You pay us per qualified meeting booked typically between $200-$500 depending on your market, deal size, and ICP complexity. The more meetings we book, the more we invest in your account. Our success is literally tied to your success.

Why This Model Exists

Most businesses either hire their own SDRs (expensive, 6-month ramp time, high turnover) or buy expensive software platforms ($3,000-$8,000 per month) and still have to hire someone to run them. We solve both problems. You get experienced reps working exclusively on your outbound without the overhead. You're not paying for meetings that don't happen or for months when campaigns are ramping. You only pay for results.

Who Benefits Most

We work best with B2B SaaS companies doing land-and-expand or enterprise sales. Ideal clients have deal sizes of $50K+ annually (where booking a qualified meeting is genuinely valuable) and clear ICP definitions. If you're a startup with a $5K deal, the economics don't work. If you're a Fortune 500 needing 2,000 outbound touches weekly, we're probably not your solution. But for mid-market SaaS with clear buyer personas like sales operations leaders, RevOps directors, CFOs, or CTOs, this is where we shine.

The Qualified Meeting Standard

A qualified meeting means a real decision-maker on your target account agrees to a discovery call, shows up, and is actually interested in your solution category. We don't book meetings with gatekeepers, BDRs, or tire kickers. We verify job titles, company size, and industry before dialing. Our reps take notes on qualification criteria and only book if the prospect truly fits your ICP.

Your Role

You just get a calendar invite and meeting notes from our rep. You run the actual demo or discovery call. If you want to, you can brief our team on your latest product updates or common objections, but it's optional. Most of our clients treat this like a lead generation channel.

The Catch

We're selective about who we work with. We won't run campaigns for products we don't believe in or ICPs we can't confidently reach. We also need clear definitions of what "qualified" means to you. Vague briefs don't work. Specific briefs do.

Ready to see how many qualified meetings we can book for you? [Book a call](https://cal.com/nurturance).