HockeyStack's CRO on Generating $74M from Outbound

Author

Adam Robinson
June 23, 2025

Six months ago, HockeyStack had never sent a single outbound email. Today, their 5-person Sales team is generating $74M/yr in pipeline from Outbound. 👇

Until Q4 of last year, they were 100% reliant on inbound.

It was unpredictable and unscalable.

Their CRO Emir Atli knew if they didn’t fix their GTM, they'd stall out... and he would probably get fired.

So he recruited an insane SDR leader, who built $100M+ in pipeline at Carta.

And together they built the entire outbound machine from scratch.

They screwed up a dozen times. Then shut it down a month in and rebuilt again.

But once it started clicking, the results were crazy:

- 29.2% cold call to meeting rate
- 15 meetings per SDR per week on average
- Closed one of their biggest-ever enterprise deal… from a cold call

Outbound is now their most profitable channel.

Tomorrow Emir is join me on UnF*ck My Start Up to share exactly how he did it.

- The step-by-step process from day 1 to now
- How they automated 90% of the prospecting process
- The full tech stack
- All internal metrics