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Lusha is a B2B go-to-market platform that provides accurate, actionable prospecting data for over a million sales professionals and teams worldwide. As the company scaled, Lusha partnered with Whistle to extend outbound coverage, reduce customer acquisition costs, and increase reach beyond its core sales team in Israel. Whistle supported this strategy by embedding an external SDR team focused on outbound prospecting, later transitioning to inbound lead follow-up as needs evolved.
Limited Internal Bandwidth: Lusha’s internal BDR team, based in Israel, couldn’t cover the full breadth of available market leads.
Outbound Coverage Gaps: Certain lead segments were left untouched due to prioritization and bandwidth issues.
Skepticism Around External Teams: Previous experience with outsourced providers led to concerns about alignment, integration, and performance.
Whistle deployed a team of four SDRs to target accounts that the internal team wasn’t actively pursuing. The collaboration was structured to quickly ramp up outbound efforts and adapt as Lusha’s internal organization evolved. Over time, Whistle’s team also absorbed inbound lead follow-up responsibilities. Key elements included:
High-Caliber SDR Hiring: Lusha evaluated multiple vendors and selected Whistle based on the consistently strong quality of talent.
Tight Collaboration and Coaching: Whistle SDRs regularly engaged with Lusha’s internal leaders, receiving feedback and coaching to improve performance.
Adaptability to Change: As Lusha restructured teams, Whistle’s SDRs seamlessly transitioned from outbound to inbound focus.
Full Integration: SDRs operated as an extension of Lusha’s team, aligning on goals, tools, and messaging to maintain consistency and brand quality.
Deals Closed: $45,000 in closed ARR directly attributed to Whistle’s efforts
Pipeline Generated: $177,000 in potential ARR from sourced opportunities
Improved Coverage: Whistle extended Lusha’s reach across under-touched segments
Successful Role Transition: SDRs now manage inbound lead flow in addition to outbound
Reduced CAC: External team enabled cost-effective expansion without overburdening internal resources
“Whistle’s reps were knowledgeable, professional, and incredibly motivated. I came in skeptical, but the team proved themselves quickly—always open to feedback, eager to learn, and fast to adapt. One rep went from underperforming to leading the team in just two weeks after coaching. You can’t ask for more than that.”
As Lusha continues to evolve its GTM structure, Whistle remains a key partner in scaling SDR capacity across both inbound and outbound functions. With proven results, a strong working relationship, and an embedded external team, Lusha is positioned to continue growing its pipeline while keeping CAC in check.
Solutions
Lusha selected Whistle over other vendors due to the superior quality of SDR candidates, which paid off in results.
SDRs who embraced feedback and actively sought improvement became top performers in a matter of weeks.
Whistle’s ability to pivot from outbound to inbound ensured continuity and maximized value across multiple sales motions.
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