The first 90 days with a fractional SDR

This plan covers what happens and what you decide, week by week. For what you must give the provider in the first month, see the onboarding page. Stage lengths come from vendor onboarding guides and differ by source, so use them as a frame.

Weeks 1 to 2: set-up

The rep learns your product, buyer and objections. You approve the list and the first messages. Decision: is the list right? If you would not call half of it yourself, fix it now.

Weeks 3 to 4: soft launch

A small batch goes out so problems appear at low volume. Check deliverability, the replies, and whether meeting requests reach your sales team. Decision: is the message getting any positive replies? If not, change the offer before the volume.

Weeks 5 to 8: scale and learn

Volume rises. One guide advises keeping a message for about 30 days before pivoting, so change one thing at a time. Weekly, review held meetings and ask your sales team to say why each fits or not. Decision: which segment and message earn held meetings?

Weeks 9 to 12: review

Cleverly argues performance should be judged at 60 to 90 days, which is a vendor view, and it matches the minimum terms of about three months that are common. By the end of this window you have the data to decide.

The review

Put the numbers from the KPIs page side by side: meetings held, accepted meetings, cost per accepted meeting.

• Renew: accepted meetings are steady and the cost per meeting is acceptable. Ask whether to add hours or channels.
• Change: meetings are held but not accepted. The target or the message is wrong, not the volume.
• Stop: no positive replies after message and list changes, or the provider will not share the data. Check your contract's exit terms.
• Convert: the rep performs and you can manage them. See contract-to-hire.

Back to the fractional SDR playbook or outbound strategy. To find a provider, see the directory.

FAQ

Is 90 days long enough?

It is the period vendor guides suggest for a first judgement and matches common three-month terms. Enterprise sales cycles may need longer to show pipeline.

What if meetings come but nobody buys?

Meeting quality is the issue, which is a targeting and qualification problem. Review the definition of a qualified meeting.

Should I extend the contract at day 90?

If accepted meetings are steady and the cost works. Use your own CRM data to decide.