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Case Study: NetSPI's SDR team builds $610K pipeline in 5 months with UserGems

NetSPI Case StudySourced & dated by Case Study Desk
Key facts · TL;DR
Company
NetSPI
Industry
Cybersecurity
Challenge
Focusing SDR effort on the right contacts
Headline result
$610K pipeline and 71 meetings in 5 months

Key results

$610K
Pipeline generated
in 5 months
71
Meetings booked
32
Sales-qualified opportunities
$44K
Closed-won revenue

The challenge

NetSPI's SDR team wanted to concentrate outbound effort on the highest-value contacts rather than working through large call lists, and to reduce tool-switching during calling and emailing.

The solution

NetSPI adopted UserGems with Gem-E and its Chrome extension so reps could call and email prioritized contacts from a single screen, moving from broad lists to focused targets.

“It's basically like giving you an extra headcount.”

AO
Abby Orehosky
Director of Sales Development, NetSPI

The results, in context

Over five months (April-September 2025) NetSPI booked 71 meetings, created 32 sales-qualified opportunities, and generated $610K in pipeline, with $44K already closed-won. The team shifted from calling 300 contacts to about 30.

Products used

UserGems UserGemsUserGems Gem-E