Modeled scenario · B2B SaaS · 22 employees
A 22-person B2B software company
target · +34% meetings booked
A digital SDR has the reply to every inbound lead written before anyone opens it, and the rep sends it.
The starting point
The company sells a project-management tool to mid-size agencies. Demo requests arrive through the website around the clock, and the single SDR answers during business hours. In this scenario a lead that arrives overnight waits four hours — long enough to book a demo with a competitor instead.
A second full-time SDR is hard to justify at this stage. Speed to first reply is the cheapest lever in the funnel, so the goal is coverage without headcount.
The deployment
The website form posts to the lead endpoint, and the record lands in the database with an email to the owner. The AI SDR is briefed on the ideal customer profile, the pricing page and ten sample objection answers, and it writes the first reply as a draft that waits in the queue.
- Reads every inbound lead against company size, role and use case.
- Writes the first reply before a rep opens the lead, so the answer is ready while the lead is still warm.
- A rep reads the draft and sends it — the role has no send path of its own.
- Marks any price it was not given as pending the owner rather than guessing a number.
- Passes the lead on with the draft, the score and the reason attached.
The targets we model
In this scenario the AI SDR covers the bulk of inbound qualification within the first month, and the human SDR shifts from chasing leads to running discovery calls and closing. The tiles below are the targets a pilot of this shape runs against.
+34%
Meetings booked
4 hours → minutes
Time to first reply
87%
First replies that start from a draft
18 hours
Human SDR time freed per week
Targets for a pilot of this shape · not measured results
The point is leverage: the human SDR keeps every discovery call and every close, while the draft for the 2 a.m. lead is already written by the time anyone reads it.
Why this scope works
The scope stays narrow. The AI owns inbound qualification from the website, with clear disqualification rules, a named human on the handoff and a weekly review of edge cases. Once the pattern holds, the same employee takes on outbound re-engagement of cold leads.
Method · AI SDR
How this scenario is built
Nothing above came from a customer account. It came from four inputs and one multiplication, both shown here, so you can check the arithmetic and then argue with the assumptions.
01 · Input
The routine loop we start from
The “Sales / SDR” row of the ROI calculator puts 40 hours a week into the repeatable part of this job. The scenario runs one employee against that loop.
02 · Input
The share we assume moves to the machine
The share of that loop the AI takes on. It is the one number we choose per scenario, and it is the slider you move on the calculator — everything else follows from it.
03 · Arithmetic
Hours freed, and what they cost today
At $35 an hour loaded — salary, taxes, tooling and management time — 18 hours a week is $2,728 a month of routine time, against $149 a month for one employee. Same formula as the calculator, same weeks-per-month constant of 4.33.
04 · Targets
The percentages are targets, not measurements
Uplift in meetings, resolution share, no-show rate: each one is a target agreed before a pilot starts and then measured in your own systems. No figure on this page comes from a customer account.
05 · Assumed
What this scenario assumes we would connect
The scenario assumes a CRM and a calendar connection so the rep works from one screen. Unistaff ships neither connector today, so a deployment of this shape starts by scoping them.
Same inputs, same formula — swap in your role, your hours and your loaded rate.