Salestech Client

Our client is a web-based platform designed to track and manage champions within organizations, helping businesses identify key advocates and enhance their pipeline quality.

Value propositions: ‍

The client’s intuitive platform automatically prospects, tracks and networks with customers and champions through job changes and surfaces them as warm leads in your sales pipeline. 

‍

The platform automates everything — from updating contact information and relevant connections to roles and account details.   

• Being a new entrant, it was difficult to establish themselves as an end-to-end champion tracking tool in the US market with no proper validation.   
• Market penetration — Being an one of its kind platform, they found it difficult to run “stranger” outbound campaigns in the Indian market.

‍

Solutions: 

• Initially, for the first 3 months, we conducted exploratory research in the US to validate the use cases and achieve PMF. 
• Once we achieved PMF, we implemented a cohort-based campaign in the US to personalize offerings and boost lead generation. 
• Mapped the KPAs of the prospects (TAM exhaustion/pipeline quality) with the client’s value propositions (Advocate reengagement/Personalized outreach)
• The client’s platform had good PMF in the Indian market and we ran outbound campaigns (Email, LinkedIn and Cold Calling) based on 3+ intent signals. 

‍

Results:

• In the US, signal-based outreach worked very well and we helped our client successfully set 26 meetings in 146 days.
• We set out to achieve 15 discovery meetings by reaching out to a maximum of 2000 prospects from 1000 accounts in the pilot period. We have achieved 27 meetings till date. 

‍