JMS Elite

BACKGROUND

Introduce your business and what you do there.

I’m the CEO of StormSensor. We build software and sensors that map how water moves through storm, sewer, and coastal systems.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with JMS Elite?

We hired them to manage cold calls and initial outreach for direct sales initiatives.

SOLUTION

What was the scope of their involvement?

We created a scope, and I developed all of the talking points their team would need during calls. After about a week of training, they started their outreach efforts.

I provide them with all of the contact lists and then their team calls each person on the lists. The lists add to thousands of people for them to contact. Every day, they go through their call lists. When they talk with someone, they take notes about the conversation. Their team will rate the customer based on their likelihood to close. If that lead wants to talk, they’ll schedule meetings with them. I take it from there. Their team provides weekly summaries too.

What is the team composition?

There are two people who make the calls. I also work with the project manager and the company’s owner.

How did you come to work with JMS Elite?

I called a number of different organizations that provided this type of service. JMS Elite was by far the most delightful group I talked to. Whereas many salespeople contact you non-stop, JMS Elite was calm and responsive to us.

How much have you invested with them?

We spend $50–$65 an hour on their services.

What is the status of this engagement?

We started our ongoing partnership in October 2020.

RESULTS & FEEDBACK

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

JMS Elite gives us a lot of intelligence on our customers. They take a lot of notes for every call, giving us a lot of insight into our industry too. Their team unintentionally identified another service area for us to focus on — stormwater. That was exciting.

Our investment with them is one of the few that really pays off. Their team schedules about three calls per week and more than doubled the size of our active pipeline with their deals.

How did JMS Elite perform from a project management standpoint?

I assigned them company emails, and we mostly communicate over email. Their team is good at receiving constructive criticism.

What did you find most impressive about them?

JMS Elite wasn’t pushy in the beginning. Instead, they really listened to us. Their team has worked with them for 10–20 years, which strikes me as a sign of a quality company.

Are there any areas they could improve?

No, they’re doing a great job.

Do you have any advice for potential customers?

JMS Elite relies on me for industry expertise and talking points. I imagine that a large part of the quality of their work depends on the quality of the information I provide them. It goes both ways.

BACKGROUND

Please describe your company and your position there.

I am the Director of Marketing at a company that manufactures medical equipment for hospitals. Lead generation and research are part of marketing accountabilities.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire JMS Elite?

We needed support to identify new customers and learn more about the needs of these customers. We also wanted to create new contacts for our direct sales team. We needed to find a partner to support activities related specifically to outbound demand generation for customers not necessarily familiar with our company.

What were your goals for this project?

Goals included obtaining feedback on specific marketing research questions from new potential customers and generating marketing qualified leads for a direct sales team.

SOLUTION

How did you select JMS Elite?

JMS Elite was selected based on having previous successful project experience working with their leadership and their business development representatives. The JMS Elite team had a history of helping us create successful programs, and business development representatives are highly professional.

Describe the project in detail.

JMS Elite created an outbound call program. The project started with strategy and objective discussions that allowed JMS Elite to help us define the program based on their knowledge and experience from other related work.

This was followed by training that allowed JMS Elite to draft a call guide to ensure alignment between our organizations. JMS Elite successfully adopted our information to prepare their business development team to contact customers. JMS Elite leadership provided routine reports and updates to our organization.

They also provided consulting advice that helped us drive continuous improvement into our program while the program was running.

What was the team composition?

Jim and John have been our main contacts and all information, program coordination, and support needs have been managed by these 2 individuals.

RESULTS & FEEDBACK

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

Our success metrics included receiving feedback on market research questions and developing new leads. Based on our initial results we have chosen to continue with our program and hope to expand in the future.

How effective was the workflow between your team and theirs?

I could not imagine having a better partner than JMS Elite to manage workflows between organizations. We have a point person assigned on our team that is in regular contact with JMS Elite management. JMS Elite has always been responsive and is highly flexible to create workflows that work best for our team and process requirements.

What did you find most impressive about this company?

Jim and John have a great depth of experience in their field. Always appreciate working with them to optimize programs. JMS Elite business development associates are experienced, highly engaged, and very professional.

Are there any areas for improvement?

None

BACKGROUND

Introduce your business and what you do there.

Our organization provides cloud-based managed services for large financial services companies, banking, and insurance. I oversee the marketing department.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with JMS Elite?

We sell into IT, but the people who we need to speak with are typically hard to identify solely based on their titles. We utilized JMS Elite to call into those organizations and identify the appropriate decision-makers.

SOLUTION

What was the scope of their involvement?

The goal for JMS Elite was to contact and qualify prospects, and where appropriate, schedule the next steps between qualified prospects and the sales staff. We contracted for 480 hours paced over 12 weeks which allowed JMS Elite enough time to locate, engage, and educate prospects as well as generate positive results for the company.

What is the team composition?

Their team consisted of two lead development representatives, two managers, and a support person.

How did you come to work with JMS Elite?

I have worked with JMS Elite for many years and have used them at several other companies.

How much have you invested with them?

Our initial investment was approximately $42,000.

What is the status of this engagement?

The engagement lasted from August–December 2019.

RESULTS & FEEDBACK

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

JMS Elite leveraged our core competencies and customer success stories to generate prospect interest and facilitate meetings with key prospect titles. The results from the campaign were in line with our expectations, and we received quality leads that were the perfect fit for our organization.

How did JMS Elite perform from a project management standpoint?

We received written qualified sales opportunities as well as prospect and market intelligence for sales leads and non-lead interviews. They provided weekly program reviews and reports, updated calling lists with changes and corrections uncovered during the program, and recommendations for our lead sheet and messaging guide.

What did you find most impressive about them?

JMS Elite made an effort to understand our business and become part of our organization. They studied materials about our offerings, conducted a campaign strategy and planning session, and co-developed a value proposition and messaging document. Then, they conducted a business development team training session. This was all done prior to them beginning their calling efforts.

Are there any areas they could improve?

No, I liked the program we ran with JMS Elite and its outcome. They have it down to a science. I have used JMS Elite for many years and each time the programs are flawlessly executed with stellar results. Every company that I recommend JMS Elite to has gone back and used them again.

Do you have any advice for potential customers?

Take the time to do the prep work up front and you'll have great results. Give them a good contact list and attend the weekly briefing meetings.

BACKGROUND

Introduce your business and what you do there.

I’m the chief marketing and sales officer for Agile Frameworks, a SaaS multi-tenant solution for engineering services firms for field data collection and reporting.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with JMS Elite?

We were trying to address the top-of-the-funnel velocity. There hadn’t been a lot of marketing done previously, so a lot of our target market hadn’t been engaged with on a consistent basis. We hired JMS Elite to help us drive top-of-the-funnel velocity in that area.

SOLUTION

What was the scope of their involvement?

They provide over-the-phone voice services for us. Their team is responsible for both outbound and inbound calls. They not only reach out to clients who’ve shown some engagement, but they also respond to companies that download specific content from us, following up with them. 

What is the team composition?

2–3 people work with us, depending on the time of year. 

How did you come to work with JMS Elite?

A colleague of mine recommended them to me when I was working at another firm. When I came to my current company and saw we had that need, I knew right away JMS Elite was who we wanted. I knew they could reach senior executives at firms and that was who we needed to target. 

How much have you invested with them?

We’ve spent somewhere around $120,000. 

What is the status of this engagement?

We’ve been working together since October 2017 and our engagement is ongoing. 

RESULTS & FEEDBACK

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

Their team has exceeded in helping us hit our metrics. We’ve had two years of record growth since working with them. 

How did JMS Elite perform from a project management standpoint?

They’re excellent in managing the project. The operations manager serves as our point of contact for the relationship.

What did you find most impressive about them?

Their ability to help us reach senior executives is like no other firm I’ve ever seen. They’re very accommodating when it comes to integrating with our Salesforce platform, too. 

Are there any areas they could improve?

No, we’ve had a tremendously successful relationship with them. 

Do you have any advice for potential customers?

Know your market and be hyper-targeted with it. 

BACKGROUND

Please describe your company and your position there.

I was the CEO of a travel software startup

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire JMS Elite?

We asked the JMS Elite team to do direct phone and email reach out to potential buyers.

What were your goals for this project?

The main goal of the project was to explore mid-market demand for our corporate travel booking product and service.

SOLUTION

How did you select JMS Elite?

I've known the JMS Elite team for many years now and have used them multiple times on different projects.

Describe the scope of their work in detail.

The primary scope of our work together is to contact/connect with the right buyers.

What was the team composition?

In this case, we used two BDEs (biz-dev execs) on the JMS Elite team to do our outreach.

RESULTS & FEEDBACK

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

The JMS Elite team did a great job of getting feedback from our target list of buyers. Some of these buyers turned into real leads in SFDC and others we knew to put on the back burner because of their current status.

How effective was the workflow between your team and theirs?

We worked well together - regular update calls and leads were directly entered into SFDC.

What did you find most impressive about this company?

The principals are really good people - and they're dedicated to making the project work. The quality of JMS Elite's BDEs is consistently high as well.

Are there any areas for improvement?

If anything, I'd say we all need to adjust faster when see things working or not working. That means closer lines of communication and the flexibility to add/change BDEs as appropriate.

BACKGROUND

Please describe your company and your position there.

Agency Founder and Managing and Creative Director of Breezy Hill Marketing, a digital and inbound marketing agency that specializes in strategy and technology for healthcare, tech, and real estate clients.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire JMS Elite?

We hired JMS Elite to run a lead generation calling program for us in our target market.

What were your goals for this project?

To expand our reach and uncover new opportunities.

SOLUTION

How did you select JMS Elite?

We have known JMS Elite for several years and understand their process.

Describe the project in detail.

We were continuously impressed by their lead generation programs and methodology as well as their history of repeat clients. We also had the opportunity to speak with some of their current customers that were very happy with the success of their calling programs with JMS Elite.

RESULTS & FEEDBACK

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

Our program is still in progress and we have been very happy with the results so far.

How effective was the workflow between your team and theirs?

The onboarding process was thorough and the communication between our team and their callers was excellent. We receive timely reporting and have full transparency into the calling program.

What did you find most impressive about this company?

We were very impressed with the process JMS Elite uses to understand us, our industry, our pain points, and our target customer.

Are there any areas for improvement?

They offered some suggestions to refine our messaging to help improve our sales efforts.