Compare the ways to staff outbound prospecting
Before you compare providers, pick the model. A fractional SDR, an outsourced SDR agency, a full-time hire and an AI SDR tool all promise booked meetings, but you buy something different with each, and someone different does the managing. (BDR is a job title rather than a separate option; the last row explains why it is on this list.)
Decision framework: which option fits
Find the row that sounds like you. If two rows fit, the main-risk column usually breaks the tie.
| Option | What you are buying | Who directs the work | Price and commitment | Fits best when | Main risk |
|---|---|---|---|---|---|
| Fractional SDR | Part of one experienced rep's week | You, with light guidance | Monthly retainer, hourly, or per meeting; retainers usually carry 90-day minimums (GigRadar) | You are testing outbound or need part-time coverage without a hire | Depending on one part-time person |
| Outsourced SDR agency | A program: reps, data, tools, playbook, a manager | The agency, against targets you agree | Retainer, often with a setup fee and minimum term; or per meeting | You want outbound run for you and will judge it on results | Generic messaging and less control |
| Full-time SDR | A person's whole working week, and the knowledge they build | Your sales manager | Salary plus commission, benefits, tools; average tenure 1.9 years (Bridge Group) | Outbound is a proven, year-round motion and you have a manager | Slow ramp and turnover |
| AI SDR tool | Software that researches, writes and sends outreach at volume | You or your ops team | Monthly software subscription | High-volume email to a well-defined list, with a human to handle replies | Volume without judgement on calls and complex deals |
| BDR | Often the same role as an SDR under another title | Varies by company | Same as SDR | Read the scope, not the title | Varies |
The term "fractional SDR" itself stretches across the first two rows. It can mean a part-time contract rep, an SDR shared across an agency's clients, or a managed pod with its own research and management. When a provider says "fractional", ask which of the three you are getting. For the sums behind the full-time row, see what a full-time SDR costs.
Control, visibility and time to start
| Option | Who sets strategy | Who sees the data | Time to start |
|---|---|---|---|
| Full-time SDR | You and your sales manager | You, in your CRM and tools | Recruiting first, then ramp: the Bridge Group reports an average of 3.0 months |
| Fractional SDR | You | You, through shared sequences and a weekly review | No hiring round; starts once the brief, list and messaging are agreed |
| Outsourced SDR agency | The agency, within targets you agree | The agency, shared in its reports unless you ask for access | Onboarding and setup first; some agencies charge a setup fee |
| AI SDR tool | You or your ops team | You, in the tool | Setup of lists, domains and messaging |
Ask any agency whether you keep the lists, sequences and reply history if you leave.
When each option wins
- Fractional SDR: a rule of thumb: if you would struggle to keep a full-time SDR busy and well managed for 12 months, start fractional. It suits seed to Series A and services firms that can close what the rep books.
- Outsourced agency: pick it for capacity over control of every message.
- AI SDR tool: a force-multiplier for a human, not a replacement. A person still handles replies, objections and the judgement call. See are AI SDRs worth it for the closer look.
- Full-time SDR: the most control and the highest fixed cost, so start here once another route has shown the motion works.
Three questions to pick a model
- Is outbound proven for your product? If not, start fractional or with a short agency pilot. If it is, a hire or an agency can scale it.
- Who will manage the work? If you or a founder can spare a few hours a week, a fractional rep fits. If nobody can, an agency that manages itself fits better.
- Do you need the volume or the control? Volume across channels points to an agency. Control of every message points to a fractional rep or a hire.
Two or more answers pointing the same way give you the model.
None of these fixes a missing sales motion. If your target buyer, offer or closing process is not settled yet, every option spends money faster. The readiness check is a quick way to find out, and the cost calculator puts your own numbers on the comparison.
Questions to put to any provider
Whichever option you lean towards, the same questions separate a clear offer from a vague one.
- Who does the work? One named person, a pooled team, or software. How many other accounts does that person or team cover?
- How long are you tied in? Ask for the minimum term and what stopping costs.
- Who owns the assets? Sending domains, inboxes, prospect data and sequences. Ask whether you keep them if you leave.
- What counts as a meeting? A booked call, a held call, or a qualified one that your closer accepts.
- How is it priced, and what is extra? Retainer, per meeting or both, plus setup, commission and tools.
Providers by model
One line each, from the provider's own listing. Open a profile for price, terms and what to confirm in a quote.
- Part-time rep: Activated Scale suits teams that want a part-time rep first and may hire them full-time later.
- Agency: SalesHive suits teams that want an SDR agency without a setup fee or long contract.
- Managed team on a pilot: Martal Group suits B2B companies ready to commit to a pilot period, 3 or 4 months, then monthly.
- Managed team, results or capacity: demandDrive suits teams choosing between paying for results and paying for dedicated capacity.
- Marketplace: Go Fractional suits buyers who want to hire a fractional SDR or sales executive through a marketplace.
Once you have picked a model, how to hire a fractional SDR covers the next steps, and the fractional SDR playbook shows how the outbound is run.
Head-to-head pages
- Fractional SDR vs outsourced SDR agency: one person you direct, or a program someone else runs.
- Fractional SDR vs full-time SDR: control, ramp, focus and what you keep when the rep moves on.
- Fractional SDR vs AI SDR: where software books meetings and where a person still does it better.
- Fractional SDR vs BDR: what the two titles mean and why it matters when you hire.
- Are AI SDRs worth it: a closer look at AI SDR tools on their own.
For prices across all of these, see what each option costs. If a part-time rep or a managed pod is the right model, you can find a fractional SDR that fits.
FAQ
What is the difference between a fractional SDR and an outsourced SDR?
A fractional SDR is usually one experienced rep working part of the week for you. An outsourced SDR agency sells a whole program with its own reps, tools and manager. Many agencies now sell "fractional" packages, so check what is included.
Should my first outbound hire be fractional or full-time?
If outbound is unproven for your product, a fractional rep lets you test it without a hire. If it already works and you need full-time volume, a hire usually costs less per meeting over time.
Can an AI SDR replace a fractional SDR?
For high-volume email to a clear list, partly. For calls, complex deals and live discovery, vendors such as Artisan say a person still does the job better. Many teams combine the two.
Sources
- Artisan, "AI SDR vs human SDR: which should you hire?": artisan.co
- The Bridge Group, "SDR Models, Motions & Metrics: 2025 Research Report": bridgegroupinc.com
- GigRadar, "Fractional SDR for agencies": gigradar.io