What percentage of the pipeline overall is driven by BDRs/SDRs/MDRs in world-class companies, per the TOPO report?

• A. 57%
• B. 25%
• C. 75%
• D. 10%

Answer: (A)

The key idea here is understanding how much early-stage sales work, handled by BDRs/SDRs/MDRs, actually drives the overall pipeline in top-performing companies. According to TOPO’s world-class benchmarks, this front-end prospecting and qualification role accounts for a majority of the pipeline. The figure is 57%, meaning more than half of the total pipeline comes from SDR/BDR/MDR activities that identify, qualify, and book opportunities for account executives. This reflects a sales model where a strong, systematic SDR function generates the initial interest and sets up qualified opportunities, creating a steady, scalable flow into the revenue engine.

Why this stands out as the best answer: 57% sits in the majority range, highlighting that world-class teams rely heavily on a disciplined SDR-driven approach to build pipeline. The other plausible figures would imply a much smaller or far larger share from SDRs, which isn’t aligned with the benchmark reality TOPO reports for top performers. This understanding helps explain why investments in sales development tooling, cadence design, and qualification standards are often prioritized in world-class go-to-market models.