Due diligence in brief
An outsourced SDR evaluation should prove five things: the provider understands the commercial problem, the proposed team can perform the work, qualification and CRM handoff are explicit, governance will turn evidence into decisions, and the commercial agreement protects data and handback. Use the checklist before selecting a provider and again before launch.
Key takeaways
- Use the same questions for every provider.
- Ask for demonstrations and artefacts, not only claims.
- Document ownership and escalation before launch.
- Recheck the scope after onboarding.
1. Market and proposition
Confirm how the provider will understand and challenge the brief.
- Priority segment and exclusions
- Business trigger and buyer problem
- Proof and objection handling
- What evidence will cause the strategy to change
2. Team and capacity
Identify every role and whether capacity is dedicated or shared.
- Named strategist and manager
- Researchers, writers, callers and reply handlers
- Coverage for absence and turnover
- Training, call coaching and quality review
3. Channels and infrastructure
Confirm safe, compliant and owned execution.
- Data sources and validation
- Domain and inbox ownership
- Calling numbers and recordings
- LinkedIn method and account risk
- Suppression and consent controls
4. Qualification and CRM
Define what happens between response and accepted opportunity.
- Qualification criteria
- Attendance and no-show process
- CRM fields and update ownership
- Meeting context and sales handoff
- Rejected-meeting and replacement policy
5. Reporting and learning
Reports should support decisions, not only recount activity.
- Weekly operating cadence
- Access to raw activity and conversations
- Targeting and message change process
- Escalation and client responsibilities
- Opportunity progression review
6. Security, commercials and exit
Protect the assets and knowledge created during the engagement.
- Data processing and security review
- Complete cost and minimum term
- Cancellation and renewal
- Ownership of data, domains and content
- Export, documentation and handback
Frequently asked questions
How many providers should we evaluate?
A focused shortlist of three to five materially different models is usually more useful than a long list of similar pitches.
What evidence should a provider show?
Ask for relevant references, a working-session demonstration, sample reporting, CRM handoff and clear staffing and governance artefacts.
When should we reject a provider?
Reject when ownership is unclear, material scope remains unwritten, incentives conflict with qualification, security is inadequate or the team cannot explain how evidence changes execution.
Should legal review the agreement?
Use qualified legal and privacy counsel for contracts, data processing and jurisdiction-specific obligations. This checklist is commercial guidance, not legal advice.
Written by
Antonio Davenia
Founder, Overland GTMA founder-led operating partner for international B2B companies entering priority markets.
About Antonio