Our client is an end-to-end construction workforce management platform that streamlines multiple elements including, payroll, time tracking, safety, compliance, field productivity, rewards, and recognition for building contractors in the USA.
The objective of their engagement with Leadle Consulting was to set up an effective lead generation process.
Their main challenges were
- Customers were used to handling their payroll process in siloed systems
- Some of them had invested heavily in similar tools and just didn’t want to switch
- Product adoption was a big problem for companies with large teams
Solutions:
1. Operational and finance based benefits for VPs and above.
2. Unified platform and time-saving solutions for Mid management roles.
Both worked well with 9 meetings in each segment
Observations:
Results:
With targeted outreach and messaging, we’ve helped accelerate their position in their target markets, successfully setting 18 meetings within 180 days.
We set out to achieve 16-20 discovery meetings by reaching out to a maximum of 1200 prospects from 780 accounts in the pilot period. Our team achieved 18 fulfilled meetings in the pilot period (20 meetings till date).
Learnings:
When you’re in a competitive segment, even with a kickass product buyer resistance is naturally high. The focus needs to be more on connecting their needs with their problems and continuously adjusting your approach based on market feedback.