Leadium

BACKGROUND

Please describe your company and your position there.

Segment is a tool that helps businesses gather information about their customers. It makes it easy for different teams in the company to use this information, by providing a set of tools that allow them to collect data in a consistent way and combine all the information they have about a customer.

This helps ensure that the data is accurate and accessible to everyone who needs it, and it can be easily sent to other systems that the company uses. My role is to lead my department in expanding revenue by developing and executing sales campaigns within new product territories.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadium?

We've used Leadium for a few different engagements now, and it's helped us provide revenue potential in new market territories without diverting personnel away from our internal Sales Development team. Their task was to identify specific niches inside specialized markets and engage in conversation with those segments through outbound email and phone calling campaigns managed by a US team of SDRs.

Our sales team was able to spend more time on pre-qualified leads as a result of these outcomes, which allowed us to boost their productivity and free them from the need to sourcing their own pipeline.

SOLUTION

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

Our company carefully evaluated several agencies before choosing Leadium. We were impressed by their 8-year successful track record and the fact that the company's founders are actively involved in managing our program. We also appreciated that the entire Leadium team is based in the US. While pricing was not a major factor for us, we also appreciated the flexibility of their monthly agreement which helps ensure that we are a priority for them.

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

We've used Leadium for a few different engagements now, and it's helped us provide revenue potential in new market territories without diverting personnel away from our internal Sales Development team. Their task was to identify specific niches inside specialized markets and engage in conversation with those segments. Our sales team was able to spend more time on pre-qualified leads as a result of these outcomes, which allowed us to boost their productivity and free them from the need to sourcing their own pipeline.

Leadium provided the strategy for each campaign, integrated an Apollo instance for our program, managed deliverability across multiple sales development domains, and executed all of our outbound activity. We developed a true agency relationship in which we provided inputs on our market, but Leadium developed and executed the entirety of the sales campaign.

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

In our partnership with Leadium, we had a comprehensive team of resources that included direct interaction with the founders to oversee our campaign strategy, a dedicated research team, a technical manager to handle integrations, a Head of Sales Development who kept us informed of SDR activity, and 2 US-based SDRs who handled email and phone outreach.

RESULTS & FEEDBACK

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

As one of the founders was always my primary point of contact, I never felt like I was being passed off to a mid-level employee. In addition, I liked that Leadium assigned a dedicated team member to each component of the outbound function. I was pleased by their implementation of high-level concepts, such as personality data to personalize messaging. Their team was clearly motivated to perform and book meetings for us.

How effective was the workflow between your team and theirs?

Workflows are ideal for our team. Leadium provides you immediate access during business hours to every team member, including their founders. You have a Slack Channel, weekly performance Zoom calls, access to Apollo, recordings of all outbound calls, and direct integration to your CRM.

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

What I appreciate most about working with Leadium is the degree of knowledge and skill exhibited by its founders. Working directly with them allowed for the swift implementation of a well-conceived plan.

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

While Leadium is able to deliver a repeatable and measurable program for sales appointments, there are restrictions regarding the pace with which many campaigns can be launched and activity can be pushed. There are times when, as a sales team, we desire rapid results yet are constrained by the rate at which we can launch and execute initiatives.

This is a trade-off that comes with hiring an agency to manage a certain component of our business, but it is something we should be aware of and evaluate before deciding to work with them.

BACKGROUND

Please describe your company and your position there.

My company is a technology company that has a data product that sits within your existing tech stack to enrich and validate stale data with new relevant details based on buyer intent signals. I'm the Sales Development Manager, which means it's my job to oversee the prospecting efforts to sign new logos.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadium?

We hired Leadium to create our new sales opportunities. We did not want to hire an entry-level sales team that we would have to manage daily and purchase new software for them to be successful. Because we do not have a lot of experience with building a comprehensive lead pipeline through outbound, we thought hiring an agency like Leadium would give us the best strategy and daily execution.

SOLUTION

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

We selected this firm because of their experience and strategy. We liked that they have been in business for a few years and service a limited amount of clients each month. This ensured that the executive team was involved in our account and that they had the bandwidth to focus on our campaign. The strategy was also thorough enough to align with what we anticipated to be a more difficult breaking-the-ice campaign.

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

Leadium is handling every aspect of our lead pipeline. They are responsible for researching our ideal customer profile. They then have a dedicated research team assigned to our account that is responsible for finding the right people at the right companies that match our target market. Once we approve our lead lists they begin a multi-channel prospecting effort in channel-optimized campaigns. The Sales Development Reps who handle our outbound activity spend a lot of time learning our product and personalizing the emails/calls accordingly. Because we have integrated our Salesforce instance with Apollo, we can see real-time activity into what their team is doing and appointments are booked directly into our calendar.

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

We have a team of people working on our account. The founders of Leadium work with us on strategy and content creation, but we also have a technical resource, a research team, and multiple Sales Development Reps.

RESULTS & FEEDBACK

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

We've now increased our service agreement twice in the first 5 months of service. We were very open at the beginning that based on launch execution and strategy, if we had confidence moving forward from there we would double the campaign. Leadium has met every objective we set within the time. Right now they are responsible for a sales quota of 35 qualified held meetings per month. This accounts for $3.5m in pipeline opportunities created monthly based on our average customer size. We've most liked seeing the quality of leads are substantially high quality when compared to inbound. There is a 15% close rate for inbound compared to a 26% close rate on the appointments Leadium is setting.

How effective was the workflow between your team and theirs?

Leadium essentially operates as an internal department. Communication is regular weekly meetings in which we have a now standardized call outline. During the week we have open communication with our dedicated team on Slack.

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

The clear attention to detail, quality, and strategy that they provide specific to our account was amazing to see. We agreed to work with Leadium because of the relationship we built during our own sales process and we're confident and trusting in Leadium's team to execute on a day to day basis because of their management team and their daily involvement with us.

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

Nothing that we can see as of yet.

BACKGROUND

Please describe your company and your position there.

Our company is a software ecosystem built for CPG brands that leverages Channel Insights, which automatically stitches together full purchase funnel visibility across channels, letting you optimize on the fly. I'm sit equally between our marketing and sales operation teams and am tasked with sourcing net-new business opportunities and logos through multiple channel sources.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadium?

We engaged Leadium after running a cost analysis on building a Sales Development department internally. We recognized that identifying and prospecting into new accounts is required in order for our revenue teams to hit or exceed our growth goals. However, the cost and risk of building a ground up function internally that delivered results out of the gate were too high. This reason we engaged Leadium to strategize and execute an outbound campaign for us.

SOLUTION

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

We evaluated several companies at the time in addition to hiring internally to do it ourselves. The decision was made by our executive team to go with Leadium because of their time and experience within the market, the previous client successes we knew they had in a similar industry, and the fact we were communicating and directly with their founding team.

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

Leadium was engaged by our team to identify new accounts and contacts that align with our target markets and industry segments. From there we build unique campaigns that engage these contacts across multiple channels like email, phone and LinkedIn. The messaging is all custom created for each market segment and the engagement runs through Apollo, Hubspot, and LinkedIn Sales Navigator. Not only have they exceeded the appointment quotas provided on a quarterly basis but they meet with us regularly to review all performance data across channel and segment. The performance data reviews we've had often leads to changes in the campaigns based on their recommendations that see a great increase in conversions. When we have events or conferences which occur several times a year, Leadium takes the lead in creating campaigns to engage our key accounts before and after.

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

We work directly with the founders and executive team at Leadium. Since the start of our engagement we've been able to see them go through there own growth pain points, but throughout we've had a constant point of contact with their founder who personally manages the strategy of our campaigns and the execution from a researcher and sales development rep standpoint. The advantage of going with Leadium is that we've had resources in research, sales, content writing, and leadership become quasi team members who are all invested in our companies growth.

RESULTS & FEEDBACK

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

We have been able to exceed our revenue projections for each of the years we've engaged Leadium. We've signed 4 Fortune 100 companies to be our clients. They have regularly exceeded the appointment sales quota monthly.

How effective was the workflow between your team and theirs?

Communication flow with Leadium has been equivalent to that of a full time remote hire. We have weekly performance Zoom calls with their founding team. Contact data is sent bi-weekly for our approval prior to being uploaded into our campaigns. We have a shared Slack Channel that allows us to receive notification of meetings booked, objections the SDR is receiving and needs guidance on, or any troubleshooting needs.

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

Leadium, in the past year made the decision to stay smaller of a company in order to allow its executive team to be the primary point of contact for clients. This saw an immediate impact in our campaigns. It's great to see their founders perform cold-calls for our programs, especially when launching new market segment campaigns.

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

None that I can call out right now.

BACKGROUND

Please describe your company and your position there.

I'm the Sales Development lead at our company, specifically responsible for driving demand from our partner network. I manage both the sales and marketing pipeline for our product range that allows partners to provide incentives to their customers.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadium?

Our goal with engaging Leadium was to increase our lead pipeline in a strategic manner that allows our internal resources focus on closing revenue. We started by targeting an market segment that we didn't have too much experience in targeting directly and needed a firm to provide both strategy and results.

SOLUTION

How did you select this vendor?

We initially interviewed 4 lead generation agencies before deciding to move forward with Leadium. We selected them because of their experience and the fact we would be dealing directly with the founders. During the evaluation we also found them to be the most extensive in terms of the strategy and technical platforms they would be providing (integrating directly with our CRM).

Describe the scope of their work in detail.

After beginning with a series of kickoff strategy calls that included our sales team, Leadium began to create outbound sales campaigns that aligned with our target audience and the messaging we wanted to showcase. They took care of all tech integrations utilizing a new instance of Apollo which is something that was important to us as they provided visibility at all times into it. We are targeting three specific partner segments and set the goal expectations even though this was a new market for us. Because Leadium is providing an analytical program we have been able to see what messaging from what channels have converted the highest amount of meetings and through their recommendations have adjusted away from one of the market segments we originally wanted to target. We are getting a steady stream of sales meetings each week alongside all of our campaign reviews and now see the SDRs on our account as integrated into our teams workflows.

What was the team composition?

We work directly with the founders who create our campaign strategies and go-to-market messaging. We have a research team who sources our contact data based on specific criteria that we get to set and a US sales development rep who is executing the daily sales activities.

RESULTS & FEEDBACK

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

We are seeing 15 meetings set per month with a 90% held rate across email, phone, and linkedin appointments. Because our goal for the program based on the retainer cost was 12 appointments, they are delivering a lower CPL cost then we originally projected for the program.

How effective was the workflow between your team and theirs?

The workflow has been ideal as we have direct communication through our Slack Channel and have pre-scheduled weekly meetings with their team.

What did you find most impressive about this company?

During the sales process they spoke highly of the consultative nature of their service. We feel as though this is exactly what we have received and don't feel like at any time we've been put on the back burner. There have been several times we've needed to adjust campaign priorities and their team has always immediately made adjustments and provided us insight into how things may impact the active program. It's been a high-level partnership from day 1.

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

We missed our appointment goal on only one of the months, it would have been great to see what could have been done the following month to increase activity to make up the difference.

BACKGROUND

Please describe your company and your position there.

I'm the Co-founder for a startup SaaS company in the HR tech space.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadium?

We hired Leadium to help us bring consistency and volume to our top-funnel prospecting activity.

SOLUTION

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

We selected Leadium based on a few factors – They had a track record in working with SaaS companies and startups, they were super friendly and understood what we were looking for, their price was super competitive and allowed for monthly contracts to make us comfortable.

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

With Leadium we get a dedicated SDR that works only with us on a full time basis. That SDR has driven a ton of activity and opportunities for our company and he really takes the time to understand our offering. Leadium handles: - Messaging creation - Outbound sequence strategy - Database for finding leads - Doing the actual work of the SDR

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

3 - Client success manager, Co-founder, and the SDR

RESULTS & FEEDBACK

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

So far Leadium has done nothing but exceed our expectations from a quota perspective! They've driven a solid amount of activity our way.

How effective was the workflow between your team and theirs?

Super effective and easy. We use slack to communicate

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

I just like how smoothly they are operating. They have this down to a science and the team is super easy to work with.

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

Only thing I would say is a faster onboarding but I also understand everything has to have ramp up time.

BACKGROUND

Introduce your business and what you do there.

I’m the vice president of sales and marketing at an electronic plan review software vendor. We mainly work with government agencies. Our software digitizes the paper plan review and permitting process to make it more seamless for contractors, constituents, and agency staff.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Leadium?

We wanted to generate a greater number of high-quality leads to increase our sales pipeline. As a small business, we needed a cost-effective solution that would build our company’s reputation nationwide.

SOLUTION

What was the scope of their involvement?

They’ve given us four full-time sales development representatives (SDRs) who focus on generating leads. Once the leads are generated, they hand them off to our internal sales team. We onboarded their team members as if they were internal to our team, providing them with case studies, white papers, and in-depth training sessions. Now that they’re familiar with our products, though, we’ve given them the freedom to change processes as they see fit.

What is the team composition?

In addition to the four SDRs, they’ve given us a project lead, a content lead, and a research lead. We’re one of their larger accounts, so they’ve been happy to provide us with all the support we need.

How did you come to work with Leadium?

They were a reference from a colleague of mine who’s an executive at a different government technology company. When I described my challenge to him, he recommended them as the ideal external company to work with. I spoke with about 11 companies that offer similar services, but Leadium’s willingness to provide dedicated SDRs made them stand out. Their dedication to their clients is unmatched by their competitors.

How much have you invested with them?

We’ve spent $98,000 on the six-month contract with them.

What is the status of this engagement?

We’ve been working with them since January 2021. Our contract is set to expire in June 2021, but I have every intention of renewing.

RESULTS & FEEDBACK

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

They’ve developed 61 leads over the course of our engagement so far. While that may not sound like a big number, the specialized nature of the government technology industry makes it difficult to generate leads. We’ve already closed three deals based on these leads, which has covered the cost of their contract. With how high our close rate is with our leads, I’m confident we’ll see a great deal of revenue going forward.

How did Leadium perform from a project management standpoint?

My sales representatives love them. Because they assigned one SDR to each representative, they’ve been able to build strong working relationships. This arrangement also frees me up to handle more high-level decision-making with Leadium. We communicate via Slack and Zoom. They were willing to transition to Zoom from Google Meet at our request.

What did you find most impressive about them?

They embrace the company that they serve. Their team genuinely cares about understanding their clients’ products and target markets. When we started working together, they promised me that our engagement would feel like working with an in-house team. They’ve delivered on this promise.

Are there any areas they could improve?

If I had to pick something, I’d want them to offer a more consultative approach. Since they’re business development experts, I wanted to see them take charge of the processes we tasked them with. I brought this up with them early on in our engagement and they’ve done a good job of fixing it.

Do you have any advice for potential customers?

Sign a six-month contract with them to fairly gauge their team’s fit with you. Too many people in my position want to see immediate results in engagements like ours. The results will come if you give them the attention they request and require.

BACKGROUND

Please describe your company and your position there.

I'm the Co-founder and VP of Sales at a firm that offers lead generation services for local SMBs.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadium?

We hired Leadium to help us source sales prospects that our sales reps could call into to sell our services.

What were your goals for this project?

Receive a steady flow of fresh sales leads that contained accurate information.

SOLUTION

How did you select this vendor?

We researched multiple options, including AI-driven lead sourcing tools. Our market is very fragmented and there's a lot of out-dated or missing data. We chose Leadium because we realized that accurate lead sourcing requires a human touch.

Describe the project in detail.

Leadium was responsible for providing 2,000 prospects each month that our sales reps could call into. I would provide them with industry verticals and geo-locations and they would focus their efforts on building lists that conformed to those requirements.

What was the team composition?

I'm not certain how many people from Leadium were helping source our prospective lists, but we had an account manager that we communicated with to ensure project success.

RESULTS & FEEDBACK

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

We found the lead data had a 90+% accuracy rate, which in our space is good. They were able to quickly pivot their efforts based on our needs and continuously delivered accurate lists that kept our reps busy. When we did the math, the Leadium cost to acquire a customer through their lists was right around $100 which was an attractive CPA for us.

How effective was the workflow between your team and theirs?

Very easy. Good communication and easy to work with.

What did you find most impressive about this company?

We were impressed by their ability to pivot based on our needs. I could just ask for certain criteria and know that a week later I would have what I needed to keep our sales team productive.

Are there any areas for improvement?

No.

BACKGROUND

Please describe your company and your position there.

As the head of business at a B2B mobile platform for constituents and communities I was responsible for managing lead generation, sales development and sales execution.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadium?

As a small team, we tried all forms to of top funnel outbound, offshore BPO, 1099s, full time in-house staff, before landing on Leadium. In all cases, turnover was a big challenge that would take weeks or months to replace. That's

What were your goals for this project?

1) Find data for leads which match the titles and personas in our target market

2) Outreach to those leads and schedule ~10 meetings per month with our sales teams.

SOLUTION

How did you select this vendor?

Initially, we evaluated 3 agencies. Leadium had the best combination of pricing, tools in place, and account management to get us

Describe the project in detail.

The first 3 weeks were spent understand our target customer base, building a Do Not Contact account listing, finding leads, and building out the initial outreach cadence language. After that onboarding, the Leadium team would message 200 accounts / 800 leads per month.

On a weekly basis, I received a project summary of touch points completed, outcome, meetings scheduled, and ongoing accounts that we're being pursued, with a link to complete google sheet if I wanted to see the raw data as well.

What was the team composition?

I had 3 roles assigned to help us, including an account manager, an SDR manager, and the actually SDR team doing the outreach, although I never interacted directly with the SDR team.

In addition, the COO was involved on one-time project basis to help integrate the Leadium data into our instance of Salesforce.

RESULTS & FEEDBACK

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

Over 6 months, 97 meetings were scheduled. In addition, lead data for 3,757 contacts, representing 1,002 potential accounts were created.

How effective was the workflow between your team and theirs?

Seamless. Basecamp was the hub for activity. After the project was full operational, and questions would arise from Leadium, I could bring in my team members to interact directly with Leadium so that I wasn't the bottleneck for all information sharing.

What did you find most impressive about this company?

I appreciated their communication and the cost of execution. If you're a small team, you're never going to get this level of sophistication of SDR/BDR outreach in-house.

Are there any areas for improvement?

When we started a project, Leadium only offered email outreach (not social or telephone), which was good for our price point. I'm excited to see that they are considering adding direct dial and social outreach to their offering.

BACKGROUND

Please describe your company and your position there.

I’m the business development manager for Xage Security, an industrial cybersecurity start-up. I manage the commercial aspects (sales, business development, marketing) for our customers in the energy industry.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Leadium?

We hired Leadium to help with lead generation, market research, and customer outreach. As we’re a startup, we had a minimal footprint in the energy sector at the beginning of this project.

What were your goals for this project?

We wanted to set meetings with appropriate decisions makers at various energy companies and begin seeing revenue from clients in this sector. We also wanted to track what messaging and use cases resonated with our potential client base and build a Rolodex of key personnel in the energy sector.

SOLUTION

How did you select this vendor?

This project was already underway when I joined the company. I believe they were selected because our CEO had worked with them in the past (positive experience) and received several referrals from startup GTM incubators

Describe the project in detail.

We worked with Leadium to develop a list of accounts and customer profiles we wanted to target. Then, they developed a customer outreach email sequence that discussed ideal use cases, features, benefits, and potential results of using our products and services. Leadium began the outreach on our behalf, while constantly bringing in potential clients and decision makers to add to future sequencing. Once a customer responded with information or interest, Leadium would help set calls/meetings with the customer so we could showcase our capabilities. They would also pull contact information for key C-level executives upon request.

What was the team composition?

We work directly with a project manager, a customer success manager, and two sales development representatives.

RESULTS & FEEDBACK

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

We’ve generated over 14,000 prospects and contacted over 11,000 directly via email, resulting in 41 meetings and nearly 650 active prospects. As our sales cycle is long (over nine months minimum), we haven’t booked any official orders. However, we have two proposals in the hands of fortune 100 companies because Leadium established initial contact and set an introductory meeting.

How effective was the workflow between your team and theirs?

We use Slack to communicate with Leadium's team. They’re very responsive and helpful, supplying new leads, metrics, and insights weekly. I’ve never waited more than an hour for a response from their end, regardless of what time I reach out to them.

What did you find most impressive about this company?

They’ve set 41 customer conversations on our behalf. From my perspective, these are 41 potential sales generated passively. One sale would pay for the cost of their service. I think 41 meetings is an extremely impressive number for a passive email marketing campaign.

Are there any areas for improvement?

It would be great if they could obtain phone numbers for clients, but I don’t think this is possible for any company to do.

BACKGROUND

Introduce your business and what you do there.

I’m the chief revenue officer at Tourmaline Labs, an AI technology company. Our platform enables large enterprises to improve safety, compliance, productivity, and customer satisfaction.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Leadium?

My company hoped to increase our sales pipeline. We also wanted to increase several touchpoints that we have with local enterprises. We needed help finding contact information for some of the enterprise accounts that we wanted to pursue.

SOLUTION

What was the scope of their involvement?

My team gives Leadium lists of names and titles, and they provide us with contact information, such as LinkedIn accounts and email addresses. For instance, if we want to know who the managing director of an enterprise is, they find out who that individual is and how we can contact them.

We are looking to expand the scope of Leadium’s work with us. Right now, my company does outreach, and Leadium provides contact information; eventually, we hope to have Leadium pursue all outreach efforts.

What is the team composition?

We work with an account manager on a weekly basis. Leadium’s CEO oversees contractual renewal and business-related tasks.

How did you come to work with Leadium?

I can’t remember how we found Leadium, but I know that we compared them with other companies. When we spoke with Leadium over the phone, they seemed capable of providing the services that we needed. They were the right choice from a cost-benefit perspective.  

What is the status of this engagement?

We began working together in early 2018, and the engagement is ongoing.

RESULTS & FEEDBACK

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

Leadium has increased our pipeline. We’ve closed some of my company’s largest deals through the contacts that Leadium provides. Additionally, we have converted many clients from that pipeline. Based on Leadium’s ability to deliver and the excellent quality of their work, my company wants to expand Leadium’s services.

How did Leadium perform from a project management standpoint?

Our account manager at Leadium sends us new contacts every week. He is our main point of contact regarding questions or needs we have.

What did you find most impressive about them?

Exyte has proven to be a good partner. They always deliver at or above the agreement. The team is also incredibly responsive to any problems. If we tell them that a contact is incorrect or that they didn’t provide what we asked for—although this is rare—they fix the issue without questioning it.

Are there any areas they could improve?

No, I don’t have any constructive feedback.

Any advice for potential customers?

Leadium can provide leads based on a particular enterprise, as they do for us, but also other variables, such as company size, country, segment, etc. My team provides Leadium with a list, but Leadium also offers to create such lists. Clients should know that Leadium’s services and capabilities are flexible.