Outbound Sales & Marketing for SaaS Based Company
Matt Edgar
Technical Sales Engineer
Allotrac
The most impressive attribute of Mercury Labs was their understanding of our business and the prospects we were targeting.
Thanks to the efforts of the Mercury Labs team, the company is now in contact with blue-chip prospects that they would never have been able to connect with on their own. The team has been successful in reaching their goals and increasing the company's pipeline as a result.
Project Summary
Opportunity & Challenge
Goals
The main objective for our project with Mercury Labs was to generate sales qualified leads from outbound channels which could then be handed over to our team of Account Executives.
Projects & Services
Before the introduction of Mercury Labs, all of the leads we generated were from inbound channels. At the time, we didn’t have the resources internally to be able to cater for both channels.
So, we went to market for a company to partner with that could scale the companies growth which didn’t require any resources from our end. Mercury Labs provides Allotrac with an outbound sales and marketing team which specialises in account-based marketing.
The multi-channel marketing service includes a combination of call, email and social media marketing.
Results & Feedback
Outcomes
Mercury Labs has generated discussions with blue-chip prospects which we otherwise wouldn’t have approached or wouldn’t have been able to get in touch with. Mercury Labs has been successful in achieving its goals and increasing our pipeline as a result.
We will continue our partnership with Mercury Labs as we look to scale our business in the future.
Most Impressive
The most impressive attribute of Mercury Labs was their understanding of our business and the prospects we were targeting. Mercury Labs took the time to learn our features and were able to articulate the benefits of our software with prospects in different industries.
Workflow
The workflow has been excellent. Mercury Labs is responsive and acts as though they are an extended part of our company which is exactly the model we convey in our business to our clients.
The integration into our CRM was seamless as Mercury Labs was able to adapt to our lead qualification process. The ability to have that information on hand for reporting purposes has been invaluable.
Areas for Improvement
As with any business relationship, there are always areas where both parties can improve their processes. At the moment, there isn’t any constructive criticism that I can share. I feel Mercury Labs are doing everything we are paying them to do.
The Review