Martal Group

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.

BACKGROUND

Introduce your business and what you do there.

I’m the marketing director for Jedox, which is a global provider of EPM/CPM solutions.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We were looking for a third-party lead generation company to drive our growth.

SOLUTION

What was the scope of their involvement?

They basically did prospecting for us. We worked together and shared parameters of what our target audience is. Then we worked to create outreach sequences. Then they did reach out on our behalf.

What is the team composition?

We have two dedicated people working on our account, and we also have a project manager. At the beginning, the owner was very involved and receptive, If we have any questions or ideas, their whole team is very engaged.

How did you come to work with Martal Group?

They were recommended to one of our colleagues. We explored several different options and I had calls with other vendors, but I liked what Martal Group showed me.

What is the status of this engagement?

We started working together in November 2019 and it’s ongoing.

RESULTS & FEEDBACK

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

I can see how many leads they’ve been able to create for us, and even the quality of these leads are fantastic. While some don’t go anywhere, many are actual opportunities.

How did Martal Group perform from a project management standpoint?

They’re great. We get weekly reports on their performance. We always talk about what can be done from their side, what can be done from our side, and how we can optimize content. We have a very good ongoing conversation about what can be done, new angles to promote, pricing, and outreach.

Especially since COVID-19, and things have changed a lot, we need to be agile. They’ve been very responsive and they collaborate with us. Given what’s going on, I like their culture.

What did you find most impressive about them?

I’ve worked with other providers before, and Martal Group understands what we do much better. The other teams we worked with weren’t nearly as experienced. The Martal Group listens more. They don’t go through the motions or work automatically. They come up with their own suggestions in how to target the right audience. They’re the most proactive team I’ve worked with.

Are there any areas they could improve?

At this point, no.

Do you have any advice for potential customers?

The advice I’ve given to friends I’ve referred Martal Group to is to make sure you communicate with your account managers. They understand the basics of your business and are a great resource.

We work so well with them because they don’t compete with my team, they’re part of our internal team. It’s collaborative, and that’s why it has been so successful.

BACKGROUND

Introduce your business and what you do there.

QuaeNet is a company of private equity and we work in the IoT industry in the IT and telecom markets. We offer an IoT solution to small, medium, and large enterprises. I work as a director of the network operations for the company in the technical field.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We saw that the market in the US was quite big and the IoT industry had been booming for the last two years. It is still booming compared to the Canadian market, so we were looking for a company to help us to start selling our products in the US.

SOLUTION

What was the scope of their involvement?

Martal Group does online campaigns, specifically email and social media. They are trying to sell the product and also trying to generate new leads until we sign the contract with the customer, and then we take over everything.

What is the team composition?

We have been working mostly with one person. We also communicate with the salesperson the head of management.

How did you come to work with Martal Group?

My manager found Martal Group online or through his connections. We then had some meetings with the team and signed a contract.

How much have you invested in them?

We spend about $5,000 per month.

What is the status of this engagement?

We started working with them in October 2019, and we are still working with them.

RESULTS & FEEDBACK

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

We have a very good sales pipeline now, and we have started to measure whether we have enough opportunities. We measure this every week and look at the numbers every month to see if this pipeline is increasing and if we have enough opportunities or not. 

We have a very good pipeline and more than 130 leads, the majority of which are customers who want to know more about our products. Additionally, we have closed a few deals so far, but we are happy because we see big potential in the US market as long as we have this big sales pipeline.

How did Martal Group perform from a project management standpoint?

We communicate directly with the salesperson during the week via email. We also have a weekly review call on Thursdays with the salesperson, her manager, and sometimes one of the senior managers.

What did you find most impressive about them?

We haven’t dealt with other companies in the past but compared to what we saw in the Canadian market, it’s very clear that Martal Group has the right personnel with the right skills.

Are there any areas they could improve?

No, I don’t have any suggestions.

Do you have any advice for potential customers?

You have to be very prepared, and you have to describe your products to them very clearly. A technical company like ours that is selling technical solutions had to prepare our presentations and prepare the person on what they were going to sell. Give Martal Group the chance to digest this kind of solution. Answer their questions so that they can be ready to start selling with confidence.

BACKGROUND

Please describe your company and your position there.

Soti is a global leader in enterprise mobility management, creating innovative solutions that reduce the cost and complexity of business-critical mobility and IoT. At the time we’ve partnered with Martal I served as Director of Product Delivery at Soti.

OPPORTUNITY / CHALLENGE

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

Businesses rely on Soti to secure, manage and support their mobile operations. SOTI is constantly innovating and has a strong commitment to R&D to deliver cutting edge new business mobility solutions. To ensure our leading market position we monitor products and solutions developed by complementary startups. We partnered with Martal to increase our outreach efforts to prospective startup companies.

What were your goals for this project?

We partnered with Martal to scout startups, create a pipeline and shortlist selected vendors to present their products to Soti acquisition and corporate development team.

SOLUTION

How did you select this vendor?

We have looked at several companies and Martal impressed us with the breadth of their reach.

Describe the scope of their work in detail.

In partnership with Martal we created the process of prospecting and qualifying new tech vendors.

What was the team composition?

One scouter

RESULTS & FEEDBACK

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

We were introduced to several companies that matched our ideal profile, Martal took care of the prescreening and qualification.

How effective was the workflow between your team and theirs?

We had a good interaction that was managed via calls and emails.

What did you find most impressive about this company?

Their high-quality prospecting and great database of contacts really helped us.

Are there any areas for improvement?

Not that I remember.

BACKGROUND

Please describe your company and your position there.

Memic delivers seamless robotic surgery that enables easier, less invasive and more cost-effective procedures. I was the COO of Ariel R&D company, the founder of Memic.

OPPORTUNITY / CHALLENGE

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

We wanted to use Martal’s expertise and services to commercialize our early-stage robotic surgery tech.

What were your goals for this project?

We hired Martal group to accelerate our company formation and growth process, with the end-goal of finding a product-market fit in the North American healthcare industry.

SOLUTION

How did you select this vendor?

We were introduced to Martal through technology transfer office.

Describe the scope of their work in detail.

The project consisted of multiple deliverables from Martal Group team, including a product-market fit, an actionable business plan, and measurable interest in our product from the American healthcare industry (scouting for potential leads and partners). Martal also assisted in sourcing company's seed investment and identify potential market applications.

What was the team composition?

Martal's team acted as project commercialization lead and worked closely with our team throughout the entire process.

RESULTS & FEEDBACK

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

We were very happy with how quickly the Martal Group was able to grasp the technological concepts behind our products. We were able to secure seed investment and hire executives team, following Martal’s commercialization project completion.

How effective was the workflow between your team and theirs?

The team was small, but effective, which helped speed communications and improve workflow with potential partners and investors.

What did you find most impressive about this company?

Martal has proven experience representing various technologies from most industries, including ours. We were very happy with how quickly Martal team was able to grasp the technological concepts

Are there any areas for improvement?

We were left satisfied with every element of Martal’s service.

BACKGROUND

Please describe your company and your position there.

ETV Energy Ltd is a developer of advanced battery cells based on company-developed proprietary high voltage (4.7 volt) electrochemistry. I was the company CTO from 2008 till 2011.

OPPORTUNITY / CHALLENGE

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

Martal was instrumental in reviewing the product R&D plan, articulating the product positioning, creating market segments and evaluating the potential.

What were your goals for this project?

We needed help with market research and business strategy assessment, before approaching the market with our product

SOLUTION

How did you select this vendor?

We were introduced to Martal through the company founder.

Describe the scope of their work in detail.

ETV Motors was in process of business strategy planning, following the fundraising round we have completed. We needed a market application to focus on, a quantitative assessment of the market size potential and strategic plan to pursue.

What was the team composition?

ETV Team comprised 15 employees with a R&D team of 11, including 3PhDs. Martal's team had one expert assigned to the project.

RESULTS & FEEDBACK

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

Martal's expert has created a go-to-market plan, and it helped us to take the company to the next stage of product commercialization.

How effective was the workflow between your team and theirs?

Our communication involved F2F meetings and calls, and it was pretty effective.

What did you find most impressive about this company?

Strong personal commitment and close joint work. The project was completed in a timely manner.

Are there any areas for improvement?

Haven't encountered any negative issues

BACKGROUND

Please describe your company and your position there.

WiFly is catering public wifi commercialization platform for hospitality industry. I serve as company founder and CEO and I hired Martal back in 2014.

OPPORTUNITY / CHALLENGE

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

We hired Martal in 2014 to sign an agreement with a strategic partner

What were your goals for this project?

We were in need of strategic partner to test our product related to Wifi commercial use and hired Martal to assist is in meeting arrangement

SOLUTION

How did you select this vendor?

Martal was recommended by a partner

Describe the scope of their work in detail.

We were in need of strategic partner to test our product related to Wifi commercial use and our first pilot vertical was casinos. Martal allocated the right partner to approach that vertical, a global gaming industry behemoth and approached it with a partnership offer.

What was the team composition?

A single sales executive

RESULTS & FEEDBACK

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

Team delivered a quick turnaround and booked a meeting with Playtech in a short period of time.

How effective was the workflow between your team and theirs?

The team was pretty responsive.

What did you find most impressive about this company?

Timely responces and quick communication

Are there any areas for improvement?

Have no recommendations for improvement.