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Kaltura offers a comprehensive suite of video solutions that enable businesses, educational institutions, and media companies to create, manage, and deliver engaging video experiences at scale. Despite having a robust internal sales and marketing team, Kaltura faced challenges generating consistent Sales Qualified Leads due to fluctuations in performance caused by promotions, attrition, and other operational factors within its Sales Development team.
To overcome this, Kaltura partnered with Whistle to implement a dedicated Appointment Setting program, leveraging vetted and trained SDRs to maintain consistent lead generation, qualification, and meeting scheduling, while ensuring seamless integration with their existing Sales Development and Marketing teams.
Team Fluctuations: High turnover, promotions, and absenteeism led to inconsistent SDR performance.
Pipeline Inconsistency: Manual hiring and onboarding of internal appointment setters caused delays in lead generation.
Time-Intensive Hiring: Internal processes required approximately 14 weeks to recruit, onboard, and ramp new SDRs.
Operational Strain: Maintaining pipeline visibility and meeting targets placed additional pressure on the internal sales and marketing teams.
Whistle provided a structured Appointment Setting solution to address Kaltura’s challenges:
Vetted Appointment Setters
Whistle’s SDRs bring 2–5 years of prior sales experience and complete extensive training through Whistle Academy in cold calling, objection handling, CRM best practices, LinkedIn Sales Navigator, prospecting, and time management.
Rapid Placement
Candidates are interviewed by Kaltura within 48 hours and placed immediately upon request, ensuring minimal downtime and continuous pipeline coverage.
Process Integration
Whistle SDRs integrated seamlessly with Kaltura’s Sales Development and Marketing leadership, covering phone, email, LinkedIn outreach, and in-person events.
Operational Guarantees
Whistle offers two guarantees: quick replacement of SDRs who do not meet expectations within 5 days, and the option to exit agreements with 30 days’ notice for up to 2 FTEs.
Global Coverage
Appointment Setters supported Kaltura across time zones spanning Europe, the UK, and the US, ensuring full-week coverage and continuity.
Solutions
Consistent SDR coverage stabilized lead generation and pipeline performance.
Rapid placement of vetted candidates minimizes downtime and mitigates attrition risk.
Multi-channel outreach, including phone, email, LinkedIn, and event representation, ensures broad engagement.
