Alex Miller, Director of Revenue Operations at Sendoso, was managing an SDR-to-AE handoff process built on manual Salesforce round-robin. It worked — until a rep went on vacation, or a new hire joined, or routing logic needed to change. Then it broke.
The Fragility of Manual Handoffs
Manual round-robin scheduling couldn't account for rep availability changes, onboarding timelines, or the need to add new segments. Every exception required a human fix.
Handoff Automation
Sendoso moved to Chili Piper's Instant Booker and Handoff to automate the SDR-to-AE meeting booking process. The right AE was booked automatically at the end of every SDR call, with the meeting invite, context, and attendees handled in one step.
"The ease of which we successfully get an elegant calendar invite with multiple attendees on the calendar on the first attempt is like night and day relative to what I've seen before."
— Alex Miller, Director of Revenue Operations at Sendoso
The result: 92% of handoff opportunities booked through Instant Booker were held — meetings that previously might have been missed, rescheduled, or cancelled due to manual coordination errors.
