One essential review could unlock their true potential
In this article we look at all the scenarios and the need to carefully evaluate the role of BDRs in full-funnel activation, and what they actually mean for your business.
Companies that align BDRs with marketing see them as an extension of the lead nurturing process. Their role is to qualify and warm up leads before passing them to sales, ensuring that sales teams focus only on high-intent prospects.
Companies that place BDRs under sales view them as the first step in the sales process. Their job isn’t just to qualify leads—it’s to create opportunities and move deals forward.
The reality is, BDRs need to be aligned with both marketing and sales. They sit at the intersection of demand generation and pipeline growth, making a hybrid model the most effective:
BDRs report to sales but work closely with marketing on lead prioritisation, messaging, and data insights.
For businesses struggling with low lead conversion rates or pipeline inconsistency, evaluating where BDRs sit, and how they are aligned, can be the key to unlocking better results.
Where do BDRs report in your organisation? Is it effective? Let us know in the comments below!
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