From “green” manager to more green in the bank 

Rainforest QA’s on-demand QA solution is revolutionizing how tech companies perform web and mobile app testing. Founded in 2012, Rainforest QA helps hundreds of software companies ship better code, faster.

In this case study, we’ll discuss how Rainforest QA doubled its pipeline and SDR team with help from InsideScale.

Turbocharging an already solid team

Rainforest QA was in a pretty good spot from a tools, people, and process perspective. But, for some reason, leads were flat, and there was concern about the SDR Manager being somewhat green. 

So, they brought us in with the goal of doubling meetings per rep, doubling the team’s size, and providing some much-needed coaching. 

After a brief assessment of the team’s strengths and weaknesses, we quickly co-augmented processes (e.g. new territories) with the SDR Manager, which streamlined prospecting workflows and poured gasoline on what was already working. We also collaborated to co-create new campaigns, workflows, metrics, and a robust Salesforce reporting suite to manage it all. 

(Tip: if you’re on, use their “Engagement Panel.”). 

Doubling the outbound SDR team 

Within one short month of working with us, Rainforest QA had their biggest month ever (100+ SQOs from a team of five!). And, they scaled up happily ever after. 😉 Seriously though, the activity reports were a game-changer. And, the team suddenly became hungry to stand out, allowing Rainforest QA to harness the power of truly motivated employees. 

With leads now flowing into a stabilized process, we then co-launched a recruiting initiative that highlighted Rainforest QA’s amazing culture. In no time, we doubled the team from five to ten SDRs. And, our co-designed Sales Enablement Suite expedited the onboarding of new hires. 

Rainforest QA has even become one of the top-rated SDR gigs in the Bay area. 

Doing the impossible with InsideScale

So, did we do the impossible? In the words of Fred Stevens-Smith, Founder & CEO of Rainforest QA: 

“We asked InsideScale to do the impossible. Double leads and double the team. And that’s exactly what they did.” 

Let’s double your pipeline

Message us at to start a conversation about doubling your sales pipeline.

"InsideScale is the 'Best in the Biz' for kickstarting your outbound program"

Jake Biskar

Jake Biskar


Jake was an original member of the famous SDR Team at Talkdesk Portland. After being hired and trained by Lou, Jake established himself as an elite team member. He went on to build the SDR program at Rainforest QA, which he scaled to 15 people at its height. Jake has also built successful SDR teams at and Flurry by Oath. 

Jake is a key contributor to InsideScale’s iterative process. Between he and Lou, they’ve implemented SDR frameworks at over 20 startups. As a modern operator and product of the system, Jake is a pro at pushing things forward.

Sales development aside, Jake is a proud father of two and loves staying active. From biking to golfing and marathons, Jake is dedicated to maintaining optimal health and wellness.

Loretta Jones

Loretta Jones


Loretta Jones is a leading mind in the field of B2B demand gen marketing. She was the first Head of Marketing at EchoSign (acquired by Adobe) and ran teams at Coveo, Insightly, and CodeSignal before joining Mixmax as CMO in 2018.

Loretta also owns a consulting practice and has collaborated with InsideScale on a few gigs before moving into an advisory role. The Loretta Jones / InsideScale partnership is proof that marketing and sales development are better together. 

Loretta resides in San Francisco and enjoys spending time with her husband and dogs. When they’re not both busy with their tech careers, you might spot them scuba diving in Hawaii, Mexico, or the Caribbean.

Colin McGrew

Colin McGrew


Colin started the famous team at GoodData Portland, where he hired and trained Lou for his first SDR gig. Colin grew the team to 20 people at its height and laid the groundwork for the InsideScale process that’s iterated over the years.

Colin held marketing and closing roles at Keboola and Postano and also founded his own consulting practice. As a Sr. Consultant, he helped SaaStr market their Annual Event and Kixie establish it’s outbound process from scratch. 

Colin resides in Portland, Oregon. In addition to his love for consulting and data-driven sales/marketing, Colin enjoys meditation, studying philosophy, spending time at the river, and barbecuing (when it’s actually sunny).

Sean Ericson

Sean Ericson


Sean launched his sales career as a foundational SDR on Lou’s original Talkdesk team and has since implemented sales development frameworks at 4-Tell, 500Tech, and Meetup.

Having worked on 10+ projects since joining InsideScale in January 2018, Sean creates awesome sales ops frameworks and shows reps how to execute efficient, end-to-end workflows. Navigating the complicated matrix of sales stacks and data comes second nature for Sean — and clients tend to love him for it.

Sean is currently based in San Francisco but regularly spends time in New York and London. In fact, he just completed his Masters in International Development at the London School of Economics. His passion for investing in people is expressed daily as a consultant and member of the InsideScale community.

Lou Petrossi

Lou Petrossi

Founder, CEO

Lou began his sales development career as an outbound SDR at GoodData. From there, he built Showpad’s early outbound program as their first US-based SDR (US employee #5). He then went on to lead Talkdesk’s first outbound program as Director (US employee #7). Drawing from these success stories, Lou developed a progressive process that enabled him to found InsideScale (f.k.a Petrossi Ventures).

Since launching in 2016, Lou and the InsideScale team have built sales development frameworks and teams for 20+ startups. He loves building processes that help clients achieve greater professional success and enjoy a higher quality of life. Lou’s goal is to bring as many great products and people to market as possible through InsideScale.

Born in the Bay Area, Lou was raised in a big Italian family and has 10 nieces and nephews. He is passionate about living an organic lifestyle, working out, disc golfing, and seeing live music, which suits life in San Francisco perfectly. 




Brendon Cassidy, Founder of Cassidy Ventures, is a respected leader in the insides sales community and popular voice on LinkedIn. He was LinkedIn’s first Head of Sales, took EchoSign from zero to acquisition by Adobe, and served successful stints as VP of Sales at Talkdesk and HackerRank.

At Cassidy Ventures, Brendon has worked with over 40 startups to define their go-to-market strategies and implement tactical execution plans to win around product, marketing, and business development. And, from a sales perspective, Brendon can recruit and hire his own team, define your sales strategy, pitch, and pricing, 

Outside of his many accomplishments, Brendon’s top passion and accomplishment is being a husband and father of two. He also enjoys sports, politics, movies, and fly fishing. 

I’ve worked with InsideScale across several consulting and full time engagements. I’m not sure there are many better for building your outbound strategy.