Workforce Management Client

Requirement

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.

Industry
SaaS
Segments
SMB
Mid-market
Enterprise
Target Markets
USA
Client

The objective of their engagement with Leadle Consulting was to set up an effective lead generation process. 

Challenge

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 

solution & results

Solutions: 

  • Instead of going with the usual selling approach, we decided to try an exploratory approach to understand market preferences
  • VPs were more concerned about the operational and financial pains while Payroll and HR were interested in the aspect of unified platform and the time-based pain points.
  • So we had two exploratory sequences focusing on:

         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: 

  • Companies with in-house contractors found the product useful compared to those with outsourced agencies. 
  • Staffing agencies resonated with the product and were more responsive
  • Companies in nearby locations and companies in Chicago and Texas responded better on LinkedIn and showed high intent
  • Reaching out to companies in the same geographical location as the client - California, hit the sweet spot with most of them accepting invitations to meet. 

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.

Highlights

Campaign Run Time
(in days)

180

Prospects

4500

Replies

112

Leads

27

Meetings Set

18

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