How Martal helped Clickworker to create sales pipeline in the US
Company and target verticals
Clickworker is a leading micro tasking marketplace, being ranked the top company in crowdsourcing niche. Clickworker cloud technology platform caters data management and web research services as well as AI algorithms training. Clickworker is targeting global IT companies, managing complex AI projects.
Company and target verticals
Clickworker team is based in Germany, but most of the target clients are located in the U.S. Clickworker needed a sales partner who could help extend the outreach andcreate a sustainable sales funnel in North America.
What was the scope of Martal involvement
Clickworker sales team defined the target customers profile for the company service line, and we at Martal Group developed a go to market strategy for every target segment. Today a dedicated team of three executives oversees the whole sales and marketing process for Clickworker. The team attends trade shows where they represent Clickworker, creates prospect lists, and runs omni channel outbound campaigns. The contracted team is also nurturing warm leads and closes contracts for Clickworker.
The impact of the engagement
Martal Group created a new revenue stream from scratch, closed deals with over 60 companies, created master service agreements with three Fortune 50 companies and was able to support a full marketing and sales operation in the U.S. market. Clickworker have reinforced existing customers relations and acquired new partners as well. As of today, Martal team is managing over 1.2M$ in annual sales.
Project management performance
The teams have a weekly call and share regular updates on the project and pipeline status. Teams also use email, Microsoft teams, WhatsApp messaging and video conferences to stay in touch. Clickworker have achieved a good workflow control balance and Martal is mostly working independently.
Sales strategies used
Our sales team have built two different workflows that drive prospect engagement. We practice Account Based Marketing (shortlisting target accounts and reaching the right stakeholder at the right company) and we are running email, linkedin and cold calls campaigns targeting Data Scientists.
Company and target verticals
Incentives Solutions is a leading vendor of cloud-based Sales Performance Management platform– Joopy. Joopy helps organizations to grow their business, simplify their commission operations processes and gain better control over their commission payments budget. Joopy platform is used by medium and enterprise companies in the Telecom, Financial Services, Travel, Healthcare, Automotive and other verticals.
What challenge Incentives Solutions was trying to address
Incentives Solutions were looking to expand the company operations into the North American market, and Martal was able to source multiple clients for Joopy SaaS business within a short timeframe. The main goal of the project was gaining new business partners able to support the company operations in the US and creating a process for lead generation, lead qualification and new customers onboarding.
What was the scope of Martal involvement
Martal used an omni channel approach to create a sustainable lead funnel, using Linkedin, cold emails and calls, our sales executives developed campaign copy and sign it off. Martal used seven different tools to create prospect lists, validate the prospect contact information, monitor intent keywords to focus on companies having purchase signal spikes and used email warm up and email deliverability tools to get over 30% email open rate. Once the sales funnel was created Martal sales executives were trained to lead demo presentations, address prospect questions, position Joopy vs. closest competitors and close deals.
The impact of the engagement
Incentives Solutions has a stable flow of around 30 market qualified leads every month, Martal Group is engaged in all steps of lead generation cycles for Joopy SaaS platform, creating customized shortlists for mailing campaigns, monitoring engagement, and targeting engaged prospects with the end goal of scheduling a demo call. Martal leads around 10 demo calls per month, independently supporting marketing and sales operation in US and Canada.
Project management performance
Martal fractional sales team is acting as an extension of Incentives inhouse sales and marketing division. Martal team is independent and self-driven, reporting to the VP of sales on a weekly basis. The team is also independently travelling to handle F2F demos and on-premise meetings, attending conferences and presenting Incentives products to channel partners.
Sales strategies used
Our team of sales executives was very creative in improving the multi-channel targeting, sourcing deals via outbound and inbound campaigns, creating accounts with channel partners and managing referrals and driving leads via online references. Our sales teams have create ROI calculators to justify the investment in Joopy Software platform, published the competitive positioning matrix, updated incentivized pricing and more.
Company and target verticals
Jedox is an Enterprise Performance Management software which is used for planning, analytics and reporting in finance, human resources and procurement. The software has a modular Software as a Service platform. It uses Microsoft Excel as its user interface and a Jedox-specific spreadsheet, both browser independent. Jedox is incorporated in the US and headquartered in EU.
What challenge Jedox was trying to address
Jedox team was looking for a third-party lead generation company to drive their growth in the US market. Jedox team used to work with other lead generation companies before and they were looking for a reliable vendor with good experience in SaaS products.
What was the scope of Martal involvement
Martal and Jedox team worked together through the onboarding and training period and shared parameters of the target audience to create an Ideal Customer Profile. Following that, the teams worked to create outreach sequences and campaign copy. When everything was aligned, Martal Sales executives reached out to prospects on behalf of Jedox. Martal team had two Fractional Sales Executives working on the account, an SDR and a project manager.
The impact of the engagement
Martal sales executives David and Daniel were able to create a high-quality funnel of leads within the first few weeks, creating many actual opportunities and booking demo calls for Jedox team. When the dealflow was affected by COVID 19 situation, we had to tweak our messaging and optimize campaigns content. We used weekly calls for brainstorming about what can be done, new angles to promote, pricing, and outreach. Since COVID-19 things have changed a lot and we needed to be agile responsive and collaborative. As of today, Martal team creates 60 MQLs per months via outbound campaigns and supports inbound lead generation projects as well.
Sales strategies used
Our managed fractional sales team have built an Omni channel workflow that creates up to 12 touch points with every prospect, using calls, emails and Linkedin. This workflow drives prospect engagement and qualifies leads with a good fit for Jedox product. Martal routes qualified prospects to Jedox sales team and books discovery calls. We cater both outbound and inbound lead generation for Jedox, targeting potential clients via webinars and multi sequence campaigns.