Acquirent

BACKGROUND

Introduce your business and what you do there.

I’m an executive at a dental consulting services company.

OPPORTUNITY / CHALLENGE

What challenges were you trying to address with Acquirent?

We needed help to connect leads for our business, including doctors or other dental professionals that consume our resources to improve their practice.

SOLUTION

What was the scope of their involvement?

Acquirent provides call center services for us. They connect with the leads we acquire via email or telephone to schedule a call with me and try to bring them deeper into our community. We support them through our manager and account leader to generate scripts that could convey our voice as a company.

What was the team composition? 

We mainly work with two members of Acquirent’s team, including an account manager and an executive who made the phone calls and emails.

How did you come to work with Acquirent?

They were already working with us when I took my current position.

What is the status of this engagement?

We started working together in October 2022, and the engagement is ongoing.

RESULTS & FEEDBACK

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

Thanks to Acquirent’s work, we’ve increased our connectivity with our leads by 6%–12%.

How did Acquirent perform from a project management standpoint?

Project management is great in terms of communication, meeting deadlines, and staying within budget. We have weekly meetings via Zoom and also use email.

What did you find most impressive about them?

Their communication is their biggest strength. Additionally, they’re committed to our success and have made the right changes to help us get excellent results.

Are there any areas they could improve?

I don’t think there’s anything they can improve on.

Do you have any advice for potential customers?

I recommend giving them a try because they can boost your connectivity to your prospects and leads, and it’s a great tool for keeping your engagement strong.

BACKGROUND

Introduce your business and what you do there.

I’m the CGO of a company called eMed, and we provide a digital point of care testing for employers, states, and organizations, as well as travel consumers.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Acquirent?

There was a mandate for employers that they needed to enforce testing protocols, so we were looking for a company to help us look at market segments where our services can be successful.

SOLUTION

What was the scope of their involvement?

I work closely with Acquirent in developing a target list and essentially acquire leads in an economical fashion, through direct telemarketing campaigns.

Once we’re done with the campaign for employers, we’ll then move to organizations, camps, meeting planners, and trade show events as we morph our targeting campaigns every 60 days.

What is the team composition?

Our main points of contact are Geoff (President), Jen (VP of Delivery), and Daniel (Business Development Representative).

How did you come to work with Acquirent?

Acquirent was referred to me by a friend who has a family relationship with the owner.

How much have you invested with them?

We’ve invested about $150,000.

What is the status of this engagement?

Our ongoing relationship started in November 2021.

RESULTS & FEEDBACK

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

I don’t really have specific details on our conversion rate, but I believe we’re reaching our goals and I trust that my team is continuing to engage with prospective clients and come to me for any problems and concerns.

How did Acquirent perform from a project management standpoint?

They perform well from a project management standpoint even though we had to push them a bit in terms of getting data, and ensuring that we’re reconciling our appointments.

We typically communicate through weekly Zoom and Google Meet calls, but a lot of the time we would chat about current market trends.

What did you find most impressive about them?

They know their business and we’re very impressed with how they ask the right questions rather than stepping in and taking over.

The team always makes sure they have the right information and level of detail that would enable them to be successful.

Are there any areas they could improve?

It would be great for the process if we can have a more enhanced measurement and reflection of the data they gather.

Do you have any advice for potential customers?

I would advise you to be very specific with your expectations and be more detailed with your requirements throughout your requirements.

BACKGROUND

Introduce your business and what you do there.

I’m the director of sales for an omnichannel multimedia company. We span across many brands throughout the US with different verticals and focus on log and political business. I oversee all the sales through our renewals and inside sales teams.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Acquirent?

We used them for a portion of our business called the Best Companies Group, which provides surveys for companies to be ranked within their industry, region, state, or city to help retain or recruit new team members.  It’s an employment satisfaction service with a ranking system behind it.

Recently, the Best Companies Group went through a complete leadership change. Their original founder left, and we’d been scrambling to grow the business and get more outreach into new areas. We were trying to get the name out there, create brand awareness, and increase revenue. We needed an outsourced sales call center team.

SOLUTION

What was the scope of their involvement?

We initially got the lists and parameters on what we were calling on and provided it to Acquirent. Then, they uploaded it into their system so the sales team would be ready to go. We had training before they started making calls; we spent a couple of days going over the product and learning what it looked like and how the results would appear on the backend after getting them.

The outreach is done remotely via email and phone calls, and they have approved scripts. Before each campaign, we hold a quick meeting about what it is, who they’re targeting, and the company size and revenue parameters. It’s a manual process, but we can track everything. Whenever a registration comes, we have to put it into a spreadsheet, and they have to check their systems. Additionally, we use their Zoom information team to pull lists for their sales team to provide leads.

What is the team composition?

We have a full-time customer success manager who is on our calls and is our main point of contact. Additionally, there are three sales representatives.

How did you come to work with Acquirent?

I used to work there. I used them for my old company, and when I came to this one, we were looking for a rapid-fire call center, so we brought them on.

How much have you invested with them?

We’ve probably spent about $125,000.

What is the status of this engagement?

We started working together in November 2021, and our relationship is ongoing.

RESULTS & FEEDBACK

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

They’ve increased the registrant totals with each campaign we’ve run. Starting out, we were excited that they got 10–12 registrants, and now they’re up to 30–40. Overall, they’ve exceeded our expectations.

How did Acquirent perform from a project management standpoint?

They’ve done well. Our door is open, so they can ask questions as they come. Also, we have a weekly call to go over things and bring up anything that needs to be assessed as a group. In general, communication has been perfect, and we have a great relationship with the customer success manager.

What did you find most impressive about them?

Their flexibility and skill level are strong points. Their salespeople can pick up things quickly, not only in different regions but also on different products. We feel comfortable bringing on anything and throwing it to them because they adapt easily.

Are there any areas they could improve?

They could probably get more tech people to help with the list load so the lead time isn't as long. It’s not a major problem, but if they need to load things into systems and get their playbooks working, it can take about a week or a week and a half. Sometimes we need to make quicker shifts.

Do you have any advice for potential customers?

Keep open and frequent communication.

BACKGROUND

Please describe your company and your position there.

Our company is a digital marketing services and solutions company, part digital agency, part consultancy and part software providers. My position is the VP of Global Sales.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Acquirent?

We hired Acquirent to act as an outsourced SDR team. Their purpose was to learn about our products and offerings and adopt our messaging and positioning and then conduct strategic outreach to targeted accounts to schedule meetings for our sales team.

SOLUTION

How did you select this firm and what were the deciding factors?

Our CEO had been introduced to the CEO of Acquirent several years prior. We were impressed by the sales culture they've adopted.

Describe the project in detail and walk through their service package.

The team onboarding sales reps that were assigned to our account. Those sales reps went through an onboarding period with us where they learned about our products and offerings, our messaging, our positioning, etc. The reps were then given a targeted account list and conducted strategic outreach via email and phone on our behalf to schedule business pitches for our sales team. The Acquirent team acted as an extension of our team with communications via email and Microsoft Teams.

How many resources from the vendor's team worked with you, and what were their positions?

Primarily we worked with a team of 2-3 people. 2 people were outsourced SDRs and their manager.

RESULTS & FEEDBACK

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

Over the course of the most recent iteration of the engagement, which lasted approximately 14 months, Acquirent set 32 meetings for us of which 27 meetings held and we closed 2 deals totaling ~$90K in ARR.

How effective was the workflow between your team and theirs?

It was a pleasure working with Acquirent. They were passionate about our success and dedicated to the task at hand. We had weekly meetings and were proactive and responsive via email, phone or Teams.

What did you find most impressive or unique about this company?

Most impressive about Acquirent is their sales culture driven by their CEO and how that energy flows through the rest of the organization.

Are there any areas for improvement or something they could have done differently?

We've worked with multiple outsourced SDR teams over the last few years. I've learned that there are differences in the volume and quality of meetings different teams set. I came to realize that Acquirent was more of a quality shop for us. There were SDR teams that drove more meetings, but none that drove as high quality meetings.

BACKGROUND

Introduce your business and what you do there.

I’m a managing partner at Execullence, a strategic growth firm that focuses on small to mid-sized healthcare and technology companies.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Acquirent?

We were looking to outsource our sales initiatives, and we needed a company to help us with that.

SOLUTION

What was the scope of their involvement?

We take advantage of Acquirent’s sales expertise and outsource our sales campaigns to two of their sales representatives.

What is the team composition?

I closely interface with Jack (Sales Manager) and the two salespeople.

How did you come to work with Acquirent?

We found Acquirent through a mutual acquaintance. I met up with Joe (Chairman & CEO) and was very impressed with their sales process, training, and their company culture.

How much have you invested with them?

So far, we’ve probably spent around $500,000.

What is the status of this engagement?

Our ongoing partnership started in June 2016.

RESULTS & FEEDBACK

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

The value that Acquirent provides is not limited to the financial results because different engagements have different levels of output.

Regardless, they consistently outperform the alternatives from an inside sales standpoint, so the partnership has been really successful.

How did Acquirent perform from a project management standpoint?

One of the reasons why we hired them is because of their excellent approach to project management. They provide us with weekly reports and they’re always available for our meetings with the management and sales team.

We mostly discuss opportunities and the progress of each campaign during our weekly phone calls.

What did you find most impressive about them?

I like their business model and highly-organized process. The team is very metrics-driven and put a strong emphasis on sales training.

They’re more organized, practical, and responsive compared to their competitors. Their project management oversight is also superior compared to some of the vendors we previously worked with.

Are there any areas they could improve?

We’ve tried other sales approaches, but they’ve always been adaptive and transparent in identifying what doesn’t work so I don’t have any constructive feedback at the moment.

Do you have any advice for potential customers?

I would advise you to have reasonable expectations and don’t assume that your project is going to take care of itself. Dedicate a certain amount of time to make sure that your sales model succeeds.

BACKGROUND

Introduce your business and what you do there.

I’m the VP of marketing at a consumer products company selling B2B and B2C.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Acquirent?

We needed help with marketing and advertising. Our specific target was K-12 schools, so we needed to reach out to them and communicate with the decision-makers in charge of acquiring our products. However, we didn’t have the internal capabilities to launch a campaign like that, so we hired Acquirent.

SOLUTION

What was the scope of their involvement?

Acquirent helped us launch the campaign we needed. Initially, we met, discussed our budget, and figured out what would be the most cost-effective way to reach those decision-makers with our marketing message. Our goal was to drive leads into our sales funnel.

After discussing our approach, we segmented the schools that we wanted to go after, which were the top 1,500 K-12 public school districts in the country. Then, they created and managed an email-and-phone campaign for us. The entire campaign was handled by their team, leveraging their internal infrastructure. Whenever they found any active leads with a certain level of interest in our products, they sent them to our sales team.

What is the team composition?

We worked with two main points of contact from Acquirent, which I believe were the principals. Still, their internal team was in charge of the campaign.

How did you come to work with Acquirent?

Acquirent was a referral. We had worked with them on other projects in 2019 and 2020, so we hired them again for this project.

How much have you invested with them?

We spent $60,000.

What is the status of this engagement?

We worked together from September–October 2021.

RESULTS & FEEDBACK

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

Acquirent was able to make connections with 16,000 decision-makers, which then converted into a funnel for our internal sales team to follow up on those leads. As a result, we built a multimillion-dollar opportunity funnel, and we immediately closed about $80,000 in sales.

How did Acquirent perform from a project management standpoint?

Acquirent’s project management was excellent. We communicated via email, phone calls, and Microsoft Teams meetings. Additionally, they provided us with weekly campaign reports generated with Salesforce.

What did you find most impressive about them?

Acquirent’s strong points were that they were very customer-centric and flexible in delivering to our needs. They truly wanted to understand our goals and how they could work with us to get the best results.

Are there any areas they could improve?

It would be great if Acquirent did a proper follow-up after reviewing the campaign results to generate additional learning. They did follow up, but this aspect can always improve.

Do you have any advice for potential customers?

Understand their overall capabilities, and if you need one that they don’t have, ask for it. Acquirent is very resourceful and capable of working with other vendors.

BACKGROUND

Introduce your business and what you do there.

I’m the growth executive of a healthcare robotics company, and I support the commercialization efforts of a point-to-point delivery robot that can assist care teams in a hospital setting.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Acquirent?

We were looking to formulate dashboards for campaigns centered around driving awareness to our product in the market.

SOLUTION

What was the scope of their involvement?

Acquirent generally helps us identify the market for contacts and qualified leads, and capture specific stakeholders within various organizations to set up introductory meeting segments.

What is the team composition?

I mainly interface with Jack (Sales Manager) and three other team members.

How did you come to work with Acquirent?

One of my colleagues was actually the one who set up the initial discussion with Acquirent and finalized the partnership.

What is the status of this engagement?

Our ongoing partnership started in December 2021.

RESULTS & FEEDBACK

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

Anecdotally, we’re incredibly pleased with the volume of calls, qualified leads, and general inquiries we’ve been receiving since partnering with Acquirent. 

Their ability to identify and establish meetings with appropriate stakeholders has been great.

How did Acquirent perform from a project management standpoint?

They don’t do any project management, but we typically communicate through weekly calls just to check in and talk about existing and future initiatives.

What did you find most impressive about them?

We’re impressed with their follow-up and ability to give us qualified leads and engage with necessary stakeholders.

Are there any areas they could improve?

There’s nothing that they need to improve on.

Do you have any advice for potential customers?

I would advise you to exhibit clear and transparent communication because they do a great job of bringing what you ask for to the table.

Additionally, they’re flexible enough to pivot anything outside of the scope and are always willing to adapt to your needs.

BACKGROUND

Introduce your business and what you do there.

I’m an executive at a company providing appraisal services to mortgage origination companies.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Acquirent?

We hired them for marketing and advertising.

SOLUTION

What was the scope of their involvement?

Acquirent provided us with outsourced lead generation services to get prospective new clients. They helped us build a telemarketing and email campaign to support that action. We worked together to develop a list of potential customers that they could reach out to across the country. They helped process the data to generate the list of phone calls during the campaign’s lifecycle.

From there, the team ran a targeted sprint campaign. They provided the initial contact service where they would call potential clients and qualify them as potential customer opportunities. We had a list of about 8,000 potential leads, and they called each one 3–4 times during a 20-day period. If a prospect expressed interest, Acquirent would pass them on to us to close the transaction. 

Additionally, they helped us craft a pitch that would be digestible by the potential clients, and they built out the collateral marketing emails that we needed to complete the service. 

What is the team composition?

Acquirent’s CEO and president helped us figure out what to do in the front end. They had a team of six people who supported the campaign: two client service representatives and four marketing representatives who did the pitching on our behalf. 

How did you come to work with Acquirent?

I was introduced to them by another sales leader. We were looking to prove that a direct sales channel could work for our company, and I asked this other leader how they would go about delivering on it. They told us our best option was to work with Acquirent and that if it worked, we could potentially do more with them. 

How much have you invested with them?

We spent $15,000.

What is the status of this engagement?

We started working together in November 2021. Then, they launched and finished the campaign in February 2022.

RESULTS & FEEDBACK

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

Acquirent contacted many more potential leads than we could have, so they achieved a good breadth of reach in the market. Thanks to their work, we contracted business from the leads they handed to us, and we’ve generated a strong return. We’re very happy with the campaign’s performance on a cost-per-new-customer basis and the revenue we generated. 

From what we set out to do, the engagement was very successful. Moreover, we were 100% satisfied with Acquirent's work, their sales representatives' performance, and their customer service, both at a senior and client service level. We would definitely use them again in this type of exercise, and we’re currently iterating on what our next collaboration could look like. 

How did Acquirent perform from a project management standpoint?

They were good at project management. We generally communicated via emails and phone calls, and we used Excel to track the campaign's progress. Our timelines kept changing due to business priorities, and Acquirent was very flexible and accommodating to those changes. Budget-wise, there was one clear price, and we came in at that price — it was all very transparent and easy. 

What did you find most impressive about them?

I was impressed by Acquirent’s sales process and their data focus. They knew how to build a sales team, and they had a really strong pitch. The team also had an outstanding data service that helped us find potential leads, and they leveraged our information. The people were great; they had a pretty strong customer focus that ultimately made our collaboration satisfactory.

Are there any areas they could improve?

No, there wasn’t anything they needed to change. In this use case, they worked very well for us.

Do you have any advice for potential customers?

My advice is to explore the different contact options they offer, whether it’s telemarketing or digital means. Also, try to use their data expertise as best you can to get the broader benefit of what they offer.

BACKGROUND

Introduce your business and what you do there.

I'm the founder and COO of a company that helps homeowners find local contractors for their home improvement projects. Thus, we serve as a marketing solution for residential contractors, allowing them to find more opportunities and engagement for growing their businesses through new clients.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Acquirent?

We’ve been working with Acquirent for eight years as part of our sales strategy.

SOLUTION

What was the scope of their involvement?

Acquirent serves us as a sales call center, allowing us to use their many years of experience to reach out to new prospective customers. We do warm transfer leads to them, and they field inbound calls. They also field requests that home improvement contractors send to our website asking for more information about our services. Then, they follow up on those requests to hopefully sign those leads as new customers.

What is the team composition?

We’ve worked with 20–30 people from Acquirent throughout the years. Currently, we work with 1–2 team leads who oversee about 8–9 sales representatives.

How did you come to work with Acquirent?

Acquirent was a referral from a mutual acquaintance; that was how we started working with them.

What is the status of this engagement?

We started working together around August 2014, and our engagement is ongoing.

RESULTS & FEEDBACK

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

The fact that we’ve been working with Acquirent for eight years is a clear testament to the high-quality success we’ve achieved with their campaigns. The conversion rates and the cost per acquisition have been excellent.

How did Acquirent perform from a project management standpoint?

Acquirent’s performance is good. They’re great at communicating, and they execute every task we give them very well. We have weekly phone calls and communicate with them through an online chat service. Additionally, they use Salesforce to manage the project.

What did you find most impressive about them?

Acquirent has trust and confidence in their ability to test new ideas and concepts. Additionally, they gather and provide very reliable data from our campaigns.

Are there any areas they could improve?

It would be great if Acquirent increased the conversion rates. They’re good, but they can always be better.

Do you have any advice for potential customers?

Ensure that you have a very strong and intelligent team leader who can handle working under pressure, is goal-driven, and has a strong command of data metrics.

BACKGROUND

Introduce your business and what you do there.

I’m the product marketing manager for the K-12 market at Infobase. I’m mostly in charge of sales enablement.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Acquirent?

We were stepping into thought leadership programming because we were generating interest within the market outside of our products. As a result of this freshly generated interest, new, fresh eyes were looking at us, and we realized that not all of these people were being followed up on. Thus, we hired Acquirent to help us call through our lists to try to make additional connections.

SOLUTION

What was the scope of their involvement?

Acquirent reached out to and connected with the part of our customer base that wasn’t being contacted, and they helped us understand the feedback coming from them.

We had GoTo webinars for which individuals signed up; we collected leads that way. Then, Acquirent followed up on the leads that were not being addressed and walked the customer through the first 2–3 steps of the initial contact to discover their interests in our services. This part included introducing themselves, making the customer aware of the services we provided, and providing them with more information about the things they were interested in.

What is the team composition?

We worked with four people from Acquirent in total: Agata (VP of Sales Management), Cheyenne, Nico, and another person (Sales Executives).

How did you come to work with Acquirent?

Our director of marketing had worked with Acquirent at a previous job. Thus, she went back to them and brought them into our project.

What is the status of this engagement?

We worked together for approximately eight months, roughly from December 2020–July 2021.

RESULTS & FEEDBACK

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

The services that Acquirent provided us with had an added value because they allowed us to speak with their representatives to hear firsthand about what our clients thought. Although I wasn’t part of Acquirent’s hiring process, I don’t believe that they were asked to describe the conversations they had with our customer base, so their services went above and beyond in that regard.

Additionally, their representatives were more than capable of having genuine conversations with customers and new leads — not everyone has that skill. This skill made them very capable of providing us with our client’s interests and experience. They also were extremely thorough in providing us with context information that they had collected during those calls, demonstrating that they had done their homework before passing along that information.

However, providing hard metrics about results would be a bit unfair because Acquirent was calling new leads that came into our sales funnel. Historically, these individuals have a low probability of taking next-step actions. Still, the number of individuals they contacted versus the number of leads they forwarded to us had a good rate, although it wasn’t high. For example, if they called 90 people, we were contacted with about 15–20 of them. On the other hand, they did a good job vetting those clients because we were able to get a 50% conversion rate from the leads they sent us.

How did Acquirent perform from a project management standpoint?

Acquirent ran a very tight ship. Agata was extremely professional, and the deliverables we got from her team always came within a reasonable timeframe. Additionally, they were very agile, efficient, and flexible, constantly working with us on new requests and tasks like changing who they had to reach out to and what information they needed to collect. I never felt that they underperformed, and they demonstrated to be a very skilled workforce.

We had a weekly half-an-hour meeting where we were able to discuss some of the feedback they were getting from our clients and get more context around it. They used a lead management system to handle the leads we were getting, and we used Excel spreadsheets to manage information between our teams. Additionally, we used Zoom, Slack, email, and phone calls to communicate.

What did you find most impressive about them?

Acquirent’s team members were personable and genuine, and their ability to talk with our customers and have genuine conversations was impressive. The fact that our customers remembered information about them spoke very highly of their ability to connect on a genuine level.

Are there any areas they could improve?

I don’t know. Although the number of people we were contacted with seemed to be low comparing it to the number of people that Acquirent contacted, I didn’t get the impression that they were doing something wrong. Maybe those weren’t the right contacts, or maybe it was bad timing.

Do you have any advice for potential customers?

Offer as much information as you can and ask Acquirent to be more active in their questions so that they can get more context to work with. It is absolutely worth it to have a conversation with them to understand the services and quality deliverables they provide.