Martal Group

BACKGROUND

Please describe your company and your position there.

We are a fully owned subsidiary of our university. We're the technology transfer office, mandated to protect and commercialize the intellectual property developed by university researchers. I’m company CEO.

OPPORTUNITY / CHALLENGE

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

From 2004 to 2006 Martal Group was retained to identify commercially viable emerging technologies. From 2007 to 2012 Martal assisted our company in obtaining government grants, creating research collaborations and negotiating sponsored research. Following that period, we hired a team of 5 outsourced licensing executives attributing to company growth through 2012 - 2014

What were your goals for this project?

Our goal was to discover new commercial outlets for University IP and facilitate the formation of spin off ventures and IP licensing.

SOLUTION

How did you select this vendor?

We were introduced to Martal through an incubator and BDO company.

Describe the project in detail.

Martal assisted in industrial partners prospecting and lead generation, they developed customized campaigns and nurtured leads until the contract was signed, working closely with the company CEO. As a lean operation company, we relied on Martal's team until we had enough resources to hire in-house licensing directors.

What was the team composition?

We hired a team of 5 outsourced licensing executives, acting as outsourced licensing and lead generation consultants.

RESULTS & FEEDBACK

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

Martal's team increased commercialization revenues by over 1 000% over the 2009 - 2013 period, by securing multi million-dollar R&D funding and annual royalty income. 

Martal's team directly contributed to 2,000% growth in raised venture capital over the 2009 - 2013 period (over 16M$ raised for 6 spin off companies).

How effective was the workflow between your team and theirs?

Workflow with Martal was good, they interacted with our team on weekly status calls and on demand meetings.

What did you find most impressive about this company?

They are a very cost-effective and flexible alternative to hiring an in-house sales team.

Are there any areas for improvement?

Nothing to report

BACKGROUND

Please describe your company and your position there.

Indoorgo offers accurate indoor location and auto-mapping solutions for malls and buildings. We enable LBS applications, providing rates and stability with the highest precision.

OPPORTUNITY / CHALLENGE

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

As we were an early seed startup, we were looking to achieve a product-market fit in the North American market. We hired Martal to do market research, business planning, and strategic analysis for our company.

What were your goals for this project?

Our goal was to achieve a product-market fit between our location-tracking services and the North American market.

SOLUTION

How did you select this vendor?

We were introduced to Martal through personal connections.

Describe the scope of their work in detail.

We partnered with Martal to mainly source early seed investment. Martal was tasked with creating a comprehensive business plan, consulting our team on the best strategy to take our product overseas, and scouting for potential leads and partners.

What was the team composition?

We worked with Vito personally, who was the head of all operations at the time. Vito oversaw all aspects of Indoorgo’s development, and was our main point of contact for negotiations with other business partners.

RESULTS & FEEDBACK

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

We started onboarding with Martal on January 2011, completing the process within 10 days.

How effective was the workflow between your team and theirs?

Martal has shown a great aptitude with the technical concepts behind our product, and has experience representing tech.

What did you find most impressive about this company?

We were able to raise investment with the business and marketing collateral crafted by Martal’s team and get first feedback from industry users.

Are there any areas for improvement?

Martal has helped us grow as a company, and we attribute many of our successes to them. We do not have improvements to suggest as we are very satisfied with their service.

BACKGROUND

Please describe your company and your position there.

I'm the marketing director of Incentives Solutions. 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.

OPPORTUNITY / CHALLENGE

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

We hire MARTAL group for business development in NA

What were your goals for this project?

Gainning new business partners and new customers

SOLUTION

How did you select this vendor?

We had a previous good working relations with MARTAL CEO

Describe the project in detail.

Project include:

• Market and product learning by MARTAL group
• ROI calculator creation
• On-going:
  • Marketing campaigns
  • New leads nerturing
  • Demos and F2F meetings with customers and partners

What was the team composition?

MARTAL CEO andsales person

RESULTS & FEEDBACK

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

New business partners acquistion

How effective was the workflow between your team and theirs?

Very good and effective. Bi weekly conversations are scheduled between our team and MARTAL group. All open leads and opportunities are discussed

What did you find most impressive about this company?

MARTAL group is very flexible and has the expertsie to learn new products, markets, and technology domain. They have very good experience in market penetration.

Are there any areas for improvement?

We are very pleased from their work

BACKGROUND

Please describe your company and your position there.

Our company is a simple panic button and mobile messaging system that pinpoints the user´s location and send notifications for help. I am the current CMO.

OPPORTUNITY / CHALLENGE

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

We hired Martal for their lead generation services in the US. We are targeting hospitality and ride hailing markets and hired Martal´s fractional sales team to create initial prospects pipeline.

Within the first month Martal team created a new set of Marketing materials, sent over 2500 emails and sourced 6 potential clients who are interested to try our product.

What were your goals for this project?

Generating leads in the US, signing pilot deals with companies in North America across a variety of verticals.

SOLUTION

How did you select this vendor?

Investor recommendation.

Describe the scope of their work in detail.

Martal´s team helps to build our sales process and run it through every step of the sales funnel. Fractional VP´s send emails and call prospects to engage them through personalized sales campaigns.

What was the team composition?

1. Fractional VP of Sales - Martal provided a Part-Time VP of Sales, enabling top-tier professional sales experience. VP Sales assists our team in product market fit, tweaking our marketing collateral, developing a go to market strategy that reaps results.
2. Fractional Account Based Marketing Manager - fractional Account Based Marketing Manager engages our prospects via cold calls only and achieves results through personalized sales campaign cycles.
3. Fractional Marketing Manager - Our fractional marketing manager researches our prospect behavior, develops decision maker profiles, monitors customer intent on a weekly basis and creates prospect lists.

RESULTS & FEEDBACK

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

Good performance within one month of signing our contract with Martal; the sales funnel was 2,500 emails sent, 190 opened, 40 prospects responded, 6 qualified leads, 2 demo calls professionally handled by the team.

How effective was the workflow between your team and theirs?

Very effective, professional, collaborative.

What did you find most impressive about this company?

Communication excellent, customer-oriented, and fun to work with, identified a lot with our product and company. They have been transparent, amicable, and friendly. Overall very professional and good vibes between us.

Are there any areas for improvement?

So far nothing to complain about.

BACKGROUND

Introduce your business and what you do there.

I’m a partner at a small startup and we work with nonmaterial-based products related to additive manufacturing. We aim to serve a wide range of technologies.  

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We wanted to initiate our marketing efforts in the US and address specific audiences to earn more leads. We also wanted to gain joint projects with US-based companies.  

SOLUTION

What was the scope of their involvement?

Martal Group helps us with the processing and preparation of marketing tools geared toward US-based segments. After some time, we’ve focused our approach and their team supports our initiatives. They initiate the use of marketing tools and help start communication with relevant contacts.

What is the team composition?

We work directly with the owner of Martal Group and his sales manager.

How did you come to work with Martal Group?

We chose them based on their previous work experience.

How much have you invested with them?

We’ve spent between $60,000–$70,000

What is the status of this engagement?

We began working together in July 2018. With every new product we launch, their team provides ongoing support marketing it to the right audience.  

RESULTS & FEEDBACK

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

We measure their success based on the number of leads that turn into contact with relevant people. We continue working with them because of the impact they’ve had.   

How did Martal Group perform from a project management standpoint?

Although they emphasize their direction, we have to collaborate on the approach we feel works best. Their expertise mixed well with our technical skills, so our discussions are productive.   

What did you find most impressive about them?

Martal Group is a great match for people initiating marketing efforts, especially in the US region. They’re good at following up and pushing the work forward. We like they’re proactive and helpful.

Are there any areas they could improve?

In the beginning, it wasn’t as easy for them to be flexible. We needed them to work from our perspective in the technical field, so we got them to understand our needs. Now that everything is clearer, they’re able to cope with the work very well.  

BACKGROUND

Please describe your company and your position there.

I was the general manager at Netscreens Inc in 2012. The company is an over the top (OTT) platform for TV anywhere. I was the general manager in 2012.

OPPORTUNITY / CHALLENGE

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

Netscreens hired Martal Group to scout for a product-market fit in the North American and Latin American telecommunications industry.

What were your goals for this project?

We were aiming to have a product-market fit within a specific timeframe so we could ultimately go through with a product launch in North America and Latin America.

SOLUTION

How did you select this vendor?

We found Martal Group through a reference from a colleague.

Describe the scope of their work in detail.

Martal Group was responsible for finding various telecommunications channel partnerships in the North American market. These partnerships would lead up to a product-market fit in the industry.

What was the team composition?

They are a small, but versatile team. Vito (Founder, Martal Group) acted as an ambassador for our company in negotiations with potential partners. He was responsible for relaying any information between Martal Group and Netscreens Inc. The vendor also provided several dedicated sales reps, and they presented our services to leads in the telecommunications industry.

RESULTS & FEEDBACK

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

We were able to achieve a product-market fit in a short period of time. Our platform was successfully launched in North America and Latin America with little-to-no hardships.

How effective was the workflow between your team and theirs?

Martal Group was very transparent about its processes. The workflow was seamless, and communication between our two teams was constant and professional.

What did you find most impressive about this company?

Vito was quite knowledgeable about our product, and he was committed to acquiring a full grasp of the concepts behind our technology. Results were achieved very quickly, and Martal Group informed us about every step of the process.

Are there any areas for improvement?

We had no unpleasant experiences with Martal Group.

BACKGROUND

Please describe your company and your position there.

Favendo offers real-time indoor location tracking for a multitude of industries. I am the current VP of Sales at Favendo.

OPPORTUNITY / CHALLENGE

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

Favendo hired Martal for their lead generation services. We were looking to expand our operations into the North American market.

What were your goals for this project?

We wanted to create deals with companies in North America to encourage the use of our navigation services across a variety of verticals.

SOLUTION

How did you select this vendor?

We found Martal through an investor referral.

Describe the scope of their work in detail.

Martal engages in lead generation cycles that consist of creating customized shortlists for mailing campaigns, monitoring engagement, and targeting engaged prospects with the end goal of scheduling a demo call. Martal also leads demo calls with potential leads that occasionally lead to us signing channel partnerships.

What was the team composition?

Martal has a dedicated sales development representative as well as a fractional VP of sales that use a variety of tools and strategies to facilitate lead conversion. The team is led by Vito (Founder, Martal Group), who is responsible for all operations in the company and was the point of contact for us. Vito personally deals with the sales cycle and sourcing contracts for Favendo.

RESULTS & FEEDBACK

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

Martal was able to source multiple clients for our business within a short timeframe. We saw good performance within two weeks of signing our contract with Martal. Within those first two weeks, Martal engaged 15 corporate clients, qualified 10 leads, and booked three discovery meetings that were professionally handled by Vito.

How effective was the workflow between your team and theirs?

Vito and his team effectively communicate results with us. Our fractional sales development representative is readily available for conversations with our team and prepared to tailor his services to our needs.

What did you find most impressive about this company?

We saw quick turnaround and tangible results within weeks of beginning to work with Martal. We are very satisfied with their performance and commend their dedication to familiarizing themselves with our technology.

Are there any areas for improvement?

I’ve found little-to-no areas for improvement.

BACKGROUND

Please describe your company and your position there.

Appscope is a SaaS that monitors and optimizes mobile app responsiveness and stability. I used to serve as CTO.

OPPORTUNITY / CHALLENGE

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

We hired them for direct sales channels to North America, including outbound lead generation campaigns, account-based marketing, and media marketing for website traffic.

What were your goals for this project?

We wanted pilots with vendors in North America, increased awareness of our services, and foot-traffic to our website.

SOLUTION

How did you select this vendor?

We discovered Vito (Founder, Martal Group) and his team through a referral by a colleague.

Describe the scope of their work in detail.

The project consisted of multiple sales cycles in which Vito and his team created segmented lists of potential prospects and engaged in multiple targeted campaigns. Interested prospects were provided introductory demo sessions with us, and qualified leads were converted into pilots. Martal also provided us with marketing media content (blogs, whitepapers, and more) in order to boost SEO targets for our website.

What was the team composition?

Vito is the head of operations, and oversaw all communications between us. His sales team members engaged in campaigning and cold-calling, in order to facilitate lead conversion.

RESULTS & FEEDBACK

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

We have received feedback from multiple prospects that contributed to a product-market fit.

How effective was the workflow between your team and theirs?

Their workflow was efficient, with daily communication via email and weekly sync calls to relay results.

What did you find most impressive about this company?

Their expert understanding of the technology behind our services made a difference. Their technical experience is on a professional level and was very useful when explaining our services to potential leads.

Are there any areas for improvement?

The effectiveness of the conversion process should be improved. Our conversion rates with them were fairly low. On the upside, they were rather flexible in incorporating updates to our marketing materials as we refined them every week by incorporating feedback from early prospects.

BACKGROUND

Introduce your business and what you do there.

I'm the CEO of a task management company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We're based in Germany, but most of our clients are located in the U.S. We were looking for a partner who could help us extend our reach to the U.S. market.

SOLUTION

What was the scope of their involvement?

We defined the target customers that we thought would be the perfect match for our product, and it’s up to Martal Group to decide how to approach them. They oversee the whole sales and marketing process for us in the U.S. They attend trade fairs where they represent our company, create lead lists, and do cold calling. They also contact our clients and close contracts for us.

What is the team composition?

We mostly work with Vitaly (Founder, Martal Group), but he has a team that works on different tasks in the sales funnel.

How did you come to work with Martal Group?

We were referred to them by one of our investors.

What is the status of this engagement?

We started working with them in 2016 and the relationship is ongoing.

RESULTS & FEEDBACK

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

Martal Group is able to meet with our clients, so they help us operate in the U.S. market. We're definitely more connected to our existing customers in the U.S. and we’ve acquired new clients as well.

How did Martal Group perform from a project management standpoint?

We have weekly calls and they update us on the status of the project. We also use email, Skype, and video conferences to stay in touch. It's a good balance between us having control and them working independently.

What did you find most impressive about them?

They understand our market and our product. We've been impressed with the pipeline they’ve developed for us and with their ability to acquire multinational clients and large corporations in the U.S.

Are there any areas they could improve?

I can't think of anything.

Do you have any advice for potential customers?

First, have a clear idea of what you want to get out of the relationship. Then, build a partnership and let them take responsibility and make their own decisions.

BACKGROUND

Introduce your business and what you do there.

I am the CEO and founder of a variety of IT companies that deal in different technologies and innovations, specifically related to blockchain.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

One of my portfolio companies had a unique over-the-top solution. We had a foothold in the European market and wanted to penetrate the North American market. It was too expensive for us to market to clients directly, so we hired Martal Group to act as our representative.

SOLUTION

What was the scope of their involvement?

They assisted with the whole marketing process, and their involvement included designing strategy, building marketing materials, and acting on our behalf at client meetings. We gave them all the necessary information about the product, the type of client we were looking for, and a goal for the number of new clients we hoped to reach. This niche is very narrow, so the list of potential clients is very specific. They targeted those clients, marketed our services to them, and made demonstrations to help move the project forward.

What is the team composition?

Their CEO was my main point of contact. They organized presentations and if the client had any particular questions, they could contact us directly.

How did you come to work with Martal Group?

The CEO of the company was originally from Israel, and I knew him personally. After he moved to Canada and started his business, I reached out to him to start this engagement.

How much have you invested with them?

We started working together around 2015 and collaborated for almost two years. They changed their model, and we decided not to continue the B2B service after that.

What is the status of this engagement?

We spent between $50,000-$100,000 on this partnership.

RESULTS & FEEDBACK

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

They found us several clients who used our services. We successfully reached thousands of clients and grew from zero clients in Canada and North America to four clients. In our industry, one client may take up to a year to cultivate, so the collaboration was a great success.

How did Martal Group perform from a project management standpoint?

We had weekly communication with them, and we got regular status reports after each meeting. We were fully aware of the status of each client, which was very helpful. We communicated through phone, email, and Skype.

What did you find most impressive about them?

We had a very good experience with them. We previously had bad experiences with external sales reps, but we were very satisfied with Martal Group’s results. We would highly recommend them to other companies who hope to expand their business in North America.

Are there any areas they could improve?

The company is doing well, and I don’t have any recommendations for improvements.

Do you have any advice for potential customers?

Be very precise with your demands, and tell them the messaging you want to deliver and they type of clients you’re looking for. The project’s efficiency and timeliness will depend on how much information you give them.