Comparison
The hire feels safer. The math disagrees.
The default instinct is to hire: one marketer, maybe one SDR, plus an agency to fill the gaps. Priced honestly, that stack runs $160K to $190K per year before payroll taxes, software, and the six months of ramp, and it still leaves nobody accountable for the whole pipeline.
The line items nobody budgets
A marketing manager loads to roughly $140K to $175K with tax and benefits. An SDR loads to $70K to $90K. Tools add $20K a year. Ramp takes a quarter or two, and B2B sales hiring carries miss rates near a coin flip. Price the miss: $80K to $150K of cost for zero meetings, then you start over.
A pipeline firm costs in the range of one loaded mid level hire and delivers a team across disciplines no single human possesses, with a meeting commitment in writing and a notice period instead of a severance.
The framework by stage
Under $1M, neither: the founder sells. $1M to $10M, outsource the pipeline and keep the close in house. Past $10M, hire sales leadership and internalize, ideally inheriting a documented system rather than a blank page.
What founders ask first
Yes, and we publish the framework. Past roughly $10M in revenue, in house leadership starts to pay for itself, and the best outcome is internalizing a system we documented for you.
George Stoff, Founder and Lead Engineer
Full-stack engineer with more than 30 years building the systems companies sell through. He built the method Isovertic runs on and stays on every account as the standards owner and the escalation path. When search algorithms shift or a compliance question comes up, you get his engineering judgment. Day-to-day execution runs on the team he trained.
LinkedInKristen Coughlin, Chief Operating Officer
Trained molecular biologist. Ten years selling translational research products, then institutional operations at the Yale School of Medicine. She documented George's method, trained the team on it, and built the operation so the same system runs the same way on every account.
LinkedIn