Lead Express

BACKGROUND

Please describe your company and your position there.

Management consulting business operating across Australia and New Zealand. Working across various industries such as Financial Services. Healthcare, Retail and Utilities. I am a Partner and Group CFO.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lead Express?

We were looking for a specialist lead generation organisation to support us in gaining entry into organisations where we didn't have existing relationships. Lead express deployed an end to end lead generation campaign to C-Suite level prospects and were able to explain who and what we do and establish introductory interest levels for our business.

SOLUTION

How did you select this vendor?

We shortlisted a number of lead generation services, following a short procurement process we felt Lead Express had the most integrated capability to offer a full service capability for our business.

Describe the scope of their work in detail.

The team deployed a comprehensive campaign for our business, this involved an initial campaign strategy session defining content and messaging. Feedback was provided by the team on messages that would work in market. The team then deployed digital activity and then followed up with executive calling to secure meetings and represent our interest with senior relationships.

What was the team composition?

Small team was dedicated to our account with Data, Account manager and Senior consultant working closely with our Business Development team.

RESULTS & FEEDBACK

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

We have seen an increase in our lead generation from 1 to 2 meetings per month for new clients to in excess of 60 new conversations with potential clients prospects. This has resulted in several landed contracts. Our ROI for this program of work 2400%.

How effective was the workflow between your team and theirs?

Weekly meetings with account manager, day to day feedback with engagement lead.

What did you find most impressive about this company?

They can gain introductions and success of the campaign which exceeds our expectations.

Is there any area for improvement or anything that could have been done differently?

Better planning and more transparent activity.

BACKGROUND

Introduce your business and what you do there.

I’m the managing director of APAC ISOMetrix, a subsidiary branch of Metrix Software Solutions that provides software to oil, gas, mining, and construction companies. We’re an international business with operations in the US, UK, Asia-Pacific, and South Africa.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Lead Express?

We were looking for help with lead generation, so we hired Lead Express.

SOLUTION

What was the scope of their involvement?

Lead Express has done a three-month lead generation campaign, which has now become a year-long project. The team provides us with leads and also assists us with our webinars. They’re responsible for setting up the call, inviting people, and ensuring that we have sufficient attendees.

What is the team composition?

Emily (Head of Digital Marketing) is our account manager and main point of contact. I also interact with James (CEO & Head of Strategy), Sarah (Chief Customer Officer), and Robert (Senior Consultant), who is the main resource behind creating our prospects.

How did you come to work with Lead Express?

We worked with a previous vendor that didn’t produce satisfactory results, so we went to look for a new partner. One of the things that stood out about Lead Express was their desire to understand our business, so we decided to work with them

How much have you invested with them?

We’ve invested $115,000 AUD (approximately $86,000 USD).

What is the status of this engagement?

We began working together in August 2019, and our partnership is ongoing.

RESULTS & FEEDBACK

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

We identify the verticals and resources of the company, and measure the number of positive engagements per campaign. Based on this metric, we can say that Lead Express has brought in prospects that meet our criteria. They’ve eliminated disinterested prospects to bring us high-quality leads. There have been very few cases where the prospects are, when followed up on, unaware of what they’re being called for.

How did Lead Express perform from a project management standpoint?

They do a good job of giving feedback; we can always ask questions about the calls they’ve made. The team has also given us access to those calls. We have weekly Zoom meetings for updates on campaigns and new opportunities. 

What did you find most impressive about them?

Lead Express knows and understands our business. They reach out to prospects in the same manner that we would. Recently, they’ve once again expressed interest in better understanding our business, as well as a new solution we have, so that they can do a better job for us. This is one of the main reasons we continue the engagement with them.

Are there any areas they could improve?

There is nothing at the moment.

Do you have any advice for potential customers?

Allocate sufficient time for the team to understand your business, what differentiates you, and what you expect of them.