It absolutely is.
Provided you hire the hire DNA to manage and run it. Zocdoc is a great example of a company that scaled to big ARR through low ACV outbound. A lot of that was even in-person in the early days.
And look back — Groupon’s model did change. But it scaled to $1b+ in revenues muchly through good old fashioned cold calling for pretty small deals.
But … it is hard.
You have to be hyper-efficient to make it work.
And it will take a ton of heads.
A “traditional” SaaS SDR team that is used to hunting larger deals will fail miserably here.
If you don’t know how to do it, or hire the right people with the right experience and aggressiveness … you won’t be able to make the economics work.
