One Drop

One Drop successfully expands into B2B market with demandDrive’s support

The Challenge

A B2B sales engine that delivered steady outbound meetings and broader reach

Originally a B2C company offering a consumer app for chronic diabetes condition management, One Drop had its eyes set on moving into the B2B space. Their goal was to position One Drop as a health benefit that companies could include in their employee benefits packages.

The challenge lay in building and understanding their B2B target market from the ground up, developing an outbound motion, and scaling those efforts.

The Solution

What we did

To address One Drop’s B2B challenges, demandDrive built a comprehensive strategy focused on generating sales leads while gaining insight into their target market.

The program launched with one SDR and scaled to three within 12 months, expanding to five during peak periods. demandDrive helped define and optimize One Drop’s B2B ICP, establish a repeatable outbound motion, and report on results. Certified SDRs worked alongside the marketing team, supported by a management layer providing planning, analysis, and strategic direction.

The Results

How we made an impact

Over nearly two years, demandDrive helped One Drop rapidly scale its B2B motion, averaging 4–6 outbound meetings per rep each month. Early success led to expanding the SDR team from one to three, then five, with the flexibility to scale back during slower periods.

The program also supported the development of regional and national broker relationships, expanding market presence. As One Drop matured its outbound strategy, one SDR transitioned in-house, carrying valuable product knowledge and process expertise forward.

Proven outcomes powering real business gains

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Let’s discuss your growth goals

Results like this don’t come from a single tactic. They’re built by aligning sales, marketing, and operations around the full funnel to drive real, repeatable growth.

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