Tech and SaaS sales best practices
May 23, 2023
3 min
Julien de Vonarkha-Varnak Director Global Sales

SaaS Strategy: Transformational Outsourcing In Sales

Partner with a third-party vendor to optimize your sales department

Outsourcing, or delegating business processes to external providers, has become influential in modern business ecosystems. This practice has undergone a significant transformation over the years, becoming a critical component of corporate growth strategies. Companies of all sizes and industries now outsource various functions ranging from IT support to customer service, enabling them to achieve greater efficiencies and maximize profits.

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Nonetheless, outsourcing is not merely a cost-cutting or workload-reduction measure. It can be a potent strategic tool for companies looking to drive transformational change. This is precisely where transformational outsourcing comes into play. Through outsourcing, businesses can access specialized expertise and unavailable resources in-house, paving the way for innovation and growth.

One area that has witnessed a massive surge in outsourcing is the domain of Software as a Service (SaaS) sales. Outsourcing in this domain has become increasingly popular due to external providers' vast expertise and efficiency. Moreover, outsourcing SaaS sales allows businesses to focus on their core competencies while enjoying the benefits of enhanced sales and customer satisfaction.

What is Transformational Outsourcing?

Transformational outsourcing is a strategic approach that prioritizes partnering with external service providers to achieve organizational goals and drive transformative change, which is becoming increasingly popular. This approach is particularly relevant in Software as a Service (SaaS) and sales, where outsourcing essential business functions to third-party providers can help transform how businesses operate and deliver value to their customers.

Transformational outsourcing in sales is a more holistic approach that involves outsourcing some part or the entire sales process - from lead generation to deal closing and customer success. This approach provides SaaS companies access to a team of seasoned sales professionals with deep industry expertise and can provide customized sales solutions. 

This way, the outsourcing partner effectively becomes an extension of the in-house sales team, collaborating closely to deliver a seamless and exceptional customer experience. By adopting transformational outsourcing in sales, companies can achieve a wide range of strategic objectives, including increased operational efficiency, improved customer satisfaction, and enhanced profitability.

Tactical Outsourcing Vs. Transformational Outsourcing

Tactical outsourcing and transformational outsourcing differ in several ways:

  • Tactical outsourcing aims to cut expenses by passing them on to the company's outsourcer, whereas transformational outsourcing seeks to boost its worth in the marketplace.

  • In transformational outsourcing, the service provider is tasked with making strategic assumptions about the work performed, whereas in tactical outsourcing, the organization and the service provider share the investment risks.

  • Transformational outsourcing requires the service provider to adapt its operating mode to serve the client's long-term goals and the overall partnership.

  • Tactical outsourcing could net the client more funds by reducing certain support operations and selling the corresponding machinery. On the other hand, transformational outsourcing permanently increases a business's market value by prioritizing, minimizing, and reengineering costs.

Transformational Outsourcing in Sales

Transformational Outsourcing is a business strategy many SaaS companies adopt to optimize their sales department. It involves partnering with a third-party vendor specializing in sales outsourcing and enabling them to take over certain aspects of your sales operations. This can include lead generation, prospecting, qualification, and even full-cycle sales.

One of the main benefits of transformational Outsourcing for sales departments in SaaS companies is the ability to tap into the expertise of experienced sales professionals. Outsourcing partners often have a wealth of knowledge and experience in sales, and they can apply this expertise to help improve your sales processes and drive more revenue for your business.

Another benefit of transformational Outsourcing is that it can help reduce costs associated with building and managing an in-house sales team. By partnering with an outsourcing provider, you can access a team of sales professionals without investing in hiring, training, and managing them yourself.

In addition, transformational Outsourcing can help SaaS companies scale their sales efforts quickly and efficiently. As your business grows, hiring and training new sales reps at the same pace can be challenging. By outsourcing certain aspects of your sales operations, you can quickly ramp up your sales efforts and meet the demands of your growing customer base.


It is important to note that transformational outsourcing is not a one-size-fits-all solution. Every SaaS company has unique sales processes, target markets, and customer personas, and outsourcing partners must understand and adapt to these differences to be effective. Communication and collaboration between the outsourcing partner and the SaaS company's internal sales team are also critical for success.

Overall, transformational outsourcing can be a valuable strategy for SaaS companies looking to optimize their sales department and drive more revenue. By partnering with an experienced outsourcing provider, businesses can access expertise, reduce costs, and scale their sales efforts quickly and efficiently.


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Julien de Vonrkha Varnak
Julien de Vonarkha-Varnak
Director Global Sales

With his vast experience in the sales and Inside Sales industry, Julien is globally acquiring new customers and winning projects for Salescode. Mostly engaging in high headcount project bids, he is the first wave of expertise, when working with Salescode. Knowing all global markets he is our go-to-professional for strategy and structure to generate value for our clients.

Click here to connect with Julien on LinkedIn.

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