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Author: Robert Henderson
Title: EVP, Growth as a Service
Link: /life-at-iqor/leadership/robert-henderson
" We love the team, culture, and our partnership. We highly recommend iQor for any company looking to grow their business."
— An automotive technology platform
What iQor Delivered
238%
Headcount Growth
150%
Average Quota Attainment
4,300+
Active Listings Generated YTD
Challenge
When Managing Hosts Wasn't Enough to Fuel Growth
A leading global travel marketplace built its business on a strong foundation of existing hosts and service providers. However, sustained growth demanded something different: a scalable, repeatable way to acquire new hosts across multiple product lines and markets, not just manage the hosts already on the platform.
Early pilot sales teams proved the concept could work, but the company lacked the embedded sales infrastructure and repeatable framework needed to turn that early promise into consistent, measurable acquisition growth at scale.
The client needed a partner that could:
Build a repeatable host acquisition engine from the ground up.
Scale sales capacity across multiple programs and markets.
Accelerate new listing activation speed.
Improve lead sourcing accuracy and efficiency.
Integrate closely with internal teams, systems, and brand standards.
Rapidly test and launch new growth initiatives as the business evolved.
Solution
Embedding a Growth Team Built to Scale
Rather than operating as a disconnected external vendor, iQor embedded dedicated iQor Grow sales teams directly into the client's operation, functioning as a true extension of the internal organization across multiple sales Lines of Business.
iQor developed customized SOPs and outbound playbooks built specifically around the client's systems, brand standards, and host acquisition goals, giving the sales teams a repeatable process rather than an ad hoc pilot. To keep the partnership tightly aligned, iQor established an integrated operating rhythm: daily Slack communication, weekly business reviews, and executive-level sessions that enabled fast decisions and rapid experimentation.
As trust in the model grew, iQor became a go-to partner for piloting new growth initiatives. iQor also developed self-sourced lead-generation approaches that outperformed client-provided lead lists, improving both the accuracy and speed of acquisition, while sellers provided consultative support to guide prospective hosts through listing completion and full activation.
Key Solutions Delivered
Embedded Sales Teams
Dedicated iQor Grow sellers operated as a true extension of the client, scaling across multiple Lines of Business to support acquisition goals company-wide.
Custom Sales Playbooks
iQor built SOPs and outreach playbooks tailored to the client's systems, brand standards, and acquisition objectives, creating a repeatable foundation for growth.
Integrated Partnership Model
Daily Slack collaboration, weekly business reviews, and executive sessions kept both teams aligned and enabled fast, informed decision-making.
Self-Sourced Lead Generation
iQor developed its own lead-sourcing capabilities that outperformed client-supplied lists, improving acquisition accuracy and speed.
Consultative Host Activation
Sellers guided prospective hosts from first engagement through listing completion, helping turn interest into fully activated listings.
Measurable Business Impact
238%
Headcount growth, from 8 to 27 sellers over two years
150%
Average quota attainment, significantly above benchmarks
180
New listings launched in Los Angeles in just two months
4,300+
Active listings generated year to date
Ready to Build Your Next Growth Engine?
Whether you're building a new sales function or turning a promising pilot into a repeatable growth engine, iQor Grow helps organizations scale acquisition, enter new markets, and operationalize what works.
Trusted by Leading Brands
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