Martal Group

BACKGROUND

Please describe your company and your position there.

Centurion Capital Partners provides global management consulting services, with an emphasis on the physical and cybersecurity spaces. I’m the managing partner at the firm.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We've partnered with Martal to develop a number of government sector opportunities, related to people movement and transportation.

We were looking for custom sales channels, and Martal came up with business development initiatives helping us generate new business opportunities, by partnering with cutting edge Video Analytics Vendors.

What were your goals for this project?

Our key goal was to increase brand awareness in markets recently added to our portfolio. We also needed to save some time by outsourcing the business development, qualifying and vetting potential partners, as well as the creation of new sales opportunities.

SOLUTION

How did you select Martal Group?

Martal was a direct referral from a trusted partner.

Describe the scope of their work in detail.

Martal performed market research, identified potential targets and contacted them using Account Based Marketing strategy. We found it to be a very effective outbound sales and marketing strategy.

What was the team composition?

The Martal team we've dealt with was comprised of Stan and Vito, two sales partners who led our go to market campaigns.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We have created multiple opportunities with Atlanta International Airport, City of Guelph, Telus, Vancouver SkyTrain and others.

How effective was the workflow between your team and theirs?

We had by-weekly calls and exchanged emails frequently. We used instant messages for quick updates and coordination.

What did you find most impressive about this company?

We were impressed with Martal’s dedication during the onboarding and understanding of our needs and core competencies.

Are there any areas for improvement?

Lead conversion - they were presented with multiple opportunities they could have taken better advantage of.

BACKGROUND

Introduce your business and what you do there.

I’m the EVP of sales and marketing for Forerunner Technologies. We’re a national organization with about 145 employees. We have roughly 8,000 customers in the lower 48 states, and we're headquartered in New York. We’ve been around for about 30 years.

We’re a managed service provider and do all things IT, although most of our services are around voice applications. Our company is divided into two sales categories: a Small and Medium-Sized Businesses (SMBs) group, and then an enterprise group, which is 500 users or more. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We don’t have the internal resources or knowledge to market to the vast array of customers that we have across the country. My company thought that outsourcing some of our marketing needs would be more beneficial than hiring in-house. We thought that an outside group would more effectively meet our KPIs and provide us with better statistics.

SOLUTION

What was the scope of their involvement?

We initially hired Martal Group to check on our existing customers. They reached out to them to see if they needed anything or were interested in emerging technologies. We hadn’t been very good at reaching out to our customers on a regular cadence, so we started there. 

Then, we moved into having Martal Group look for new opportunities in the fields of expertise that we have. If they have a positive engagement by email, they will call and qualify customers over the phone. Then, they provide that as a lead to our organization.

We provide Martal Group with information and portfolios for different campaigns, and they create content. Our organization approves that content.

What is the team composition?

We have a project lead and two dedicated resources. We have one resource from Martal Group dedicated to our SMBs team, and then we have another dedicated to the enterprise group. Our SMBs customers tend to be more transactional, so they’re much quicker to convert. However, on the enterprise side, turning a lead into any type of opportunity can take months. 

How did you come to work with Martal Group?

Two of my organization’s directors brought them to my attention. We had a couple of conversations and we liked what we heard, so we hired them.

What is the status of this engagement?

Our work together began in late November 2020, and it’s ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Martal Group reaching out to our customer base and then our base reaching back out to us has been a tremendous benefit to us. On the enterprise side, the conversations we’ve been having have been very positive.

I can’t provide financial metrics, as it’s too early in the engagement. However, I’ve been extremely pleased with their work and impressed by the knowledge of the people who work for Martal Group. They understand my business.  

How did Martal Group perform from a project management standpoint?

They’re excellent. One of the partners at Martal Group reaches out to make sure that I’m satisfied with the three team members working on our project. We meet with those resources on a weekly basis to review the campaign we want to do and what we’re trying to relay. 

What did you find most impressive about them?

I think that they’re a very intelligent group and a great company. The intelligence of the individual contributors is impressive. What they know about the business isn’t something you’ll find from just anyone.

They take an interest in what you do, and if they don’t know, they ask a lot of questions. They learn about your company so that they can present it directly to your customers.

Are there any areas they could improve?

No, not that I’m aware of.

Any advice for potential customers?

I’d just call them and see if they’re a fit for your business. If you’re an IT business or managed service provider, you should take advantage of their services.

BACKGROUND

Please describe your company and your position there.

VisCo CG LLC is a 3D visualization company that offers a wide range of services such as 3D 360 tour, 3D visualization images, 3D animation, and film.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

VisCo CG LLC contracted Martal Group sales team to create outbound direct sales channels in the US.

What were your goals for this project?

I needed to save some time by outsourcing the appointment setting and creating new sales opportunities.

SOLUTION

How did you select Martal Group?

I found Martal Group when I was searching for a reliable lead generation vendor.

Describe the scope of their work in detail.

We partnered with Martal Group for their expertise in prospect research to gain better insight into our target industries. They provided data-driven email campaigns and assisted in cold-calling that often led to further lead qualification and warm hand-offs to our team. Martal Group organized our list into highly-focused segments for better targeting and created outbound campaigns.

What was the team composition?

Martal team had Brennan and David, two sales reps based in the US and Canada, and David, a Sales Operations Manager based in New York.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We received over 20 MQLs / month and were delivered 26 Sales ready leads that led to some tangible traction

How effective was the workflow between your team and theirs?

We had weekly calls and daily email and WhatsApp chat. The team responsiveness and constant availability proved to be an effective form of communication.

What did you find most impressive about this company?

Their ability to articulate our services through technological resources is instrumental in winning more clients. Additionally, we were able to engage enterprise-level clients.

Are there any areas for improvement?

Through continued collaboration, we’ve realized that David can aim for higher conversion rates.

BACKGROUND

Please describe your company and your position there.

I am the North American Sales Director - EAM. We are a multi-sector international software publisher with solutions EAM, CMMS, HR, Payroll, Finance, ERP

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Berger-Levrault provides user-oriented software solutions to optimize the performance of public and private stakeholders. Berger-Levrault contracted Martal Group sales team to create outbound direct sales channels in the US and Canada. .

What were your goals for this project?

Generate 7 opportunities with qualified MQL'S over the course of three months by reaching potential leads using establish databases.  At the same time we wanted to raise the brand awareness in North America.

SOLUTION

How did you select Martal Group?

We conducted interviews of multiple B2B firms some of them recommended by colleagues. In the end we selected Martal because of their team and their established methodology and KPI's.

Describe the scope of their work in detail.

We partnered with Martal Group for their expertise in prospect research to gain better insight into our target industries. They provided data-driven email campaigns and assisted in cold-calling that often led to further lead qualification and warm hand-offs to our team. Martial Group organized our list into highly-focused segments for better targeting and created outbound campaigns. 

What was the team composition?

Martial team had Brennan and Robyn, two sales reps based in US and Canada and David, a Sales Operations Manager based in New York. 

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We received over 85 MQLs / month and were delivered 5 Sales ready leads that led to some tangible traction. 2 of them are major opportunities that justify the investiment by themselves.

How effective was the workflow between your team and theirs?

Every week we had a status meeting where we reviewed performance and activity.  In between we had effective communication via email when MQL were flipped as opportunities.

What did you find most impressive about this company?

Martal Team’s ability to articulate our services to prospects through technological resources was instrumental in winning more clients. We  were also able to engage enterprise-level clients.  Lastly, one of the most impressive strength of the team was their ability to constantly take in feedback and adapt their sales delivery pitch.

Are there any areas for improvement?

Through continued collaboration, we’ve realized that Robyn can aim for higher conversion rates. 

BACKGROUND

Please describe your company and your position there.

We're a digital platform connecting shippers with carriers to move freight. I'm on the business development team, helping with a sales project.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Martal worked on 3 different customer segments owning research / prospecting, messaging (email, call scripts), and outreach (email, calls) to schedule meetings before handing off to our in-house sales team.

What were your goals for this project?

Increase customer acquisition.

SOLUTION

How did you select Martal Group?

RFP based on top providers for outbound sales.

Describe the project in detail.

Martal learned our ICP and product / services offering then developed content. They used their database and research to find ideal contacts based on prioritized titles. They then ran sequences of email, calls, and LinkedIn outreach to connect with prospects, sell them on our services, and book a meeting for our reps to demo our product.

What was the team composition?

They have a project manager, exec sponsor, and reps that own the end-to-end work (research, list building, messaging / content, outbound motions, scheduling).

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We ran the pilot against another provider to see which performed better and Martal handily did better. We landed some new logos and are nurturing others. The results were relatively good, but we decided to build in-house as we wanted more control.

How effective was the workflow between your team and theirs?

The project management was good, weekly syncs with each rep and the PM.

What did you find most impressive about this company?

Their quickness at learning our product and industry as well as their ability to pivot impressed us. / flex quickly based on our feedback and their interaction with the prospects (better than compeititor).

Are there any areas for improvement?

Reporting was only okay, they did a great job working on any request we had, but we only got numbers weekly (not self serve) and their reporting seemed very manual.

BACKGROUND

Please describe your company and your position there.

Curefit is an online personal training and fitness app, I am the Strategic Partnerships manager.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We signed a contract with Martal Group to test the US market receptiveness to our B2B product.

What were your goals for this project?

Our team was looking into a product market fit and the goal was to create initial traction in the fitness center market. We needed a partner capable of creating custom lead generation campaigns

SOLUTION

How did you select Martal Group?

We found Martal through an online vendor evaluation.

Describe the scope of their work in detail.

Martal team assisted us with campaign copyrighting, marketing materials adaptation and drip campaign workflow setup. A team of two experienced American sales reps were creating lists of contacts (based on the target ICP), launching cold outreach sequences, and booking discovery and demo-calls with qualified prospects.

What was the team composition?

Martal team assigned to the project had two sales executives and a sales operation manager, who set KPIs and sent reports.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Onboarding started on June 29th, and we have launched our first campaigns within the first 10 business days. Campaign open rates were up to 44%, within the first month Martal have created 64 market qualified leads and booked 11 discovery calls.

How effective was the workflow between your team and theirs?

Martal Group's sales team had great communicators, successfully using consultative sales approach.

What did you find most impressive about this company?

Quick ramp up and deep knowledge of the lead generation process.

Are there any areas for improvement?

we have nothing to suggest

BACKGROUND

Introduce your business and what you do there.

I’m the COO of Valued Acts, a new, social network based on peer-to-peer micro contracts.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We were looking to expand our markets and find customers that would find value in our offering.

SOLUTION

What was the scope of their involvement?

Martal Group does lead generation. They identified our market, and now help us target our ideal customers. The team also helped us with the messaging for our contacts and to decide on which industries and segments to go after.

What is the team composition?

We’ve worked with four teammates, including Vito (Founder), Brennan (Fractional VP of Sales), Cesar (VP of Strategic Sales), and David (Sales Consultant).

How did you come to work with Martal Group?

After doing a lot of research online, we interviewed 10 firms and Martal Group came out on top because of their size, attention, skill, and reach.

How much have you invested with them?

So far, we’ve spent $35,000.

What is the status of this engagement?

We began working with them in March 2020, and our engagement is ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

Martal Group does a good job in terms of attention to detail. They listen well, and they’re smart and agile. The team also adapts to feedback from us and potential clients, and they also have a high level of professionalism. We’ve been very impressed.

How did Martal Group perform from a project management standpoint?

Their communication is very good, and they have the right cadence and detail in their communication. 

What did you find most impressive about them?

Martal Group knows what they’re doing. Their level of expertise and interest in making the project successful makes them a pleasure to work with. They’re smart and creative, and I enjoy our interactions.

Are there any areas they could improve?

No, not that I can think of. The team laid out what they thought should be done and executed it very well.

Do you have any advice for potential customers?

The outcome is directly related to the amount of input, energy, time, and focus that you give. Spend sufficient time and energy upfront with them. 

BACKGROUND

Please describe your company and your position there.

SPICE digitizes supply chains using cloud solutions and IT services. I am the company co-founder and head of product management.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Spice’s Cloud Supply Chain Data Network is used by over 7,500 organisations to connect with their trading partners to exchange forecasts, orders, invoices and a lot more. Spice contracted Martal Group sales team to create outbound direct sales channels in US and Canada.

What were your goals for this project?

Spice team was interested to create new sales opportunities with enterprise clients.

SOLUTION

How did you select Martal Group?

We have discovered Martal Group via a referral by a partner.

Describe the scope of their work in detail.

Martal sales team members were engaged in prospect research, cold email campaigning and cold-calling, facilitating lead qualification and warm introductions.

The project consisted of a few stages in which Martal team created segmented lists of potential prospects and created outbound campaigns. Qualified prospects were introduced to the inhouse sales team to book a demo sessions.

What was the team composition?

Initially, we were assigned a team of three team members, two client facing roles and Sales Operations Manager. After three months we have increased the team size and added another sales executive.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We have received over 180 MQLs in three months and we were engaged in 9 meaningful conversation so far.

How effective was the workflow between your team and theirs?

We had a weekly call and our workflow had no snags, we were in contact with the team as needed.

What did you find most impressive about this company?

Martal's team technology experience was instrumental for explaining our services to prospects. We were able to engage enterprise level clients.

Are there any areas for improvement?

Higher conversion rates could be achieved, and we have decided to hire an additional team member to increase that.

BACKGROUND

Please describe your company and your position there.

I was a media systems architect, working closely with Product Management and Technology strategy manager at QuickPlay Media Inc (later part of AT&T)

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Martal team assisted QuickPlay Media with sourcing and evaluating partnerships with tech companies who had synergies with QuickPlay Media business.

What were your goals for this project?

The goal of the project was to be introduced to startup companies, evaluate their product and book discovery calls with the product team.

SOLUTION

How did you select Martal Group?

Martal was introduced by a friend

Describe the scope of their work in detail.

We were in the video streaming business and were interested in reviewing OTT companies and set top box solutions, companies that qualified for pilots were shortlisted.

What was the team composition?

We worked directly with the head of Martal group.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We were introduced to a few companies and proceeded with pilots.

How effective was the workflow between your team and theirs?

We were on weekly calls and had a daily email exchange. The communication between teams was pretty effective.

What did you find most impressive about this company?

Martal had good connections to OTT companies and were able to promptly vet and introduce us to selected providers.

Are there any areas for improvement?

no

BACKGROUND

Introduce your business and what you do there.

I’m the VP of business analytics for Owlytics. We use wearables to do health monitoring for seniors, including detecting falls and the risk of falling.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We were looking for a vendor to do lead generation work.

SOLUTION

What was the scope of their involvement?

Martal Group did a mass email campaign and follow-up calls. They identified the leads and transferred them over to our sales team.

What is the team composition?

We initially spoke to the CEO, and we worked with a team of three people including a project manager.

How did you come to work with Martal Group?

Martal Group was referred to us by a colleague. Even though we spoke with a few other companies, they were the best team for us.

How much have you invested with them?

We spent $10,000.

What is the status of this engagement?

We worked together for roughly two months, from March–April 2020. We will resume our engagement once the COVID-19 situation has passed.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

We received a large number of leads from them. It was a very successful campaign, and we are still following up with a lot of the leads. We were happy with their ability to take and understand a new industry and ramp it up quickly.

How did Martal Group perform from a project management standpoint?

It went very well. They helped us articulate the message for our market. We communicated via phone, email, and WhatsApp. 

What did you find most impressive about them?

The team performed and communicated very well with us and the customers. Martal Group understood exactly what we were trying to accomplish, and they worked hard to help us get there.

Are there any areas they could improve?

It would’ve been good if they had learned the industry and the technology faster to answer customer’s questions. That is our fault, as much as theirs.

Do you have any advice for potential customers?

Make sure the team is the right fit for you. If not, talk to management to make adjustments. Spend time educating them on your specific solution and market technology.