Martal
Afton Tickets
IN 9 MONTHS
ABOUT Afton Tickets
Company Target and Verticals
Afton Tickets’ target audience consists of organizers for small to mid-size live events in the US market, with decision-makers ranging from owners to event managers.
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Industry Events Services
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Company Size 11-50 employees
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Headquarters Portland, OR, USA
Responsible Team:
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Cesar Garcia11 y. in B2B sales San Diego, CA, USA -
Cesar Rodrigues8 y. In B2B sales, New York City, NY, USA
Solution
What was the scope of Martal’s involvement
Martal’s mission was to help accelerate Afton Tickets’ sales by increasing brand awareness, generating qualified leads, and booking meetings for the in-house team through omnichannel outbound outreach.
Results and Feedback
The impact of the engagement
One closed deal from Martal’s lead generation campaigns covered the entire cost of Afton Tickets’ 9-month project, but the impact didn’t stop there. Leads continued to move through the pipeline months after Martal’s outreach ended, resulting in 5 additional closed deals and a significant ROI boost.
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320MQLs generated
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97SQLs generated
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5deals closed
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1deal paid for the entire campaign
Project management performance
Martal Group provided consistent communication throughout the project, with weekly meetings and a dedicated team that aligned seamlessly with Afton Tickets. The structured project management coordinated by Martal ensured that all goals were met efficiently, giving Afton Tickets’ sales team the support they needed to focus on product demos and lead engagement.
Sales strategies used
To build a sustainable pipeline for Afton Tickets, Martal implemented a tailored omnichannel approach, using email, LinkedIn, and phone outreach to engage event organizers. By utilizing technographic data, Martal designed competitor displacement campaigns targeting customers of rival ticketing platforms. The team also incorporated signal-driven prospecting, using buying intent data to target in-market decision-makers with ICP-specific messages.
Throughout the engagement, Martal worked closely with Afton to refine their target audience and highlight their key differentiators so they could gain a clearer picture of their competitive strengths. By introducing Afton Tickets to thousands of new prospects and continuously nurturing leads over the 9-month project, Martal was able to provide their team with a steady flow of meaningful conversations and closed deals long after the campaigns were completed.