If a prospect has over 200 employees, are they automatically disqualified?
- Cormac Repman
- 2 days ago
- 3 min read
No, companies with over 200 employees aren't automatically disqualified. We reserve larger enterprises for a dedicated second campaign where you'll pay higher fees per meeting to reflect the additional complexity involved in reaching decision makers at scale.
Why We Start Small
Our outbound SDR service focuses on deal velocity as the primary driver of ROI. Smaller companies (generally under 200 employees) tend to have faster sales cycles, fewer stakeholders to navigate, and decision makers who are more accessible. By concentrating your first campaign on this segment, we help you build case studies, refine your messaging, and see revenue faster.
Larger organizations aren't off the table. They're simply not the optimal use of resources during your initial outbound push. The time required to penetrate a 500-person company and get a qualified meeting with procurement, your buyer, and relevant stakeholders is significantly higher than the time required to reach the CEO or VP of operations at a 50-person firm.
The Two-Campaign Approach
Your first campaign targets companies with fewer than 200 employees. This lets us focus on speed and efficiency. You pay a standard rate per qualified meeting, and we optimize for volume while maintaining our quality bar.
Once you've generated early wins and have proof points in your vertical, we launch your second campaign focused on enterprises with 200+ employees. These accounts typically require more research, longer sequences, and higher persistence. Our fees reflect this increased effort, but the meeting quality remains equally rigorous.
When Large Companies Make Sense
There are exceptions worth discussing. If your product is explicitly designed for enterprises, or if you're launching in a new market where mid-market doesn't exist as a segment, we can absolutely lead with 200+ employee companies from day one. This just means your cost-per-meeting will start higher and your timeline to first qualified meeting may extend by 20-30 percent.
Some customers also choose to run both campaigns in parallel after their initial ramp. You might have us focus your first campaign on under 100 employees while reserving a second smaller effort for 200-500 employees. This gives you data on which segment converts better for your offering.
How Pricing Scales
First campaign pricing is based on our standard rate per qualified meeting. When we launch your second campaign targeting enterprises, the per-meeting fee increases to account for the additional work involved in outreach, research, and persistence. The exact increase depends on your target industry and the seniority of your buyer persona, but expect approximately 30-40 percent higher fees for large-company campaigns.
This tiered approach also protects your budget. Rather than spending aggressively against 200+ employee companies with an untested message, you prove the model with a faster-moving segment, then scale up investment once you know what works.
The Real Question
Whether you should pursue large companies first depends on what you're selling and who your buyer is. If you're a B2B SaaS platform selling to operations teams across company sizes, starting small makes sense. If you're selling enterprise software that only Fortune 1000 companies can afford to implement, we'll adjust our approach accordingly.
We handle this on a case-by-case basis because the goal isn't to limit your addressable market. It's to help you acquire customers efficiently with the resources you have today.
Book a call to discuss which company size segment makes sense for your first campaign.
Comments