MarketStar Bulgaria

BACKGROUND

Please describe your company and your position there.

I am the CEO of a cybersecurity company, providing services in the Security Assessment industry.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

We used Out2Bound to aquire new prospects, to improve our sales pipeline predictability and to achieve market exposure on new markets.

What were your goals for this project?

To provide X amount of contacts per month, interested in our services or interested to improve their cybersecurity in general.

SOLUTION

How did you select Out2Bound?

I received a recommendation from another partner. I was attacted by the good reviews for the company regarding their Lead Generation services. I've chosen to work with Out2Bound based on their reputation.

Describe the project in detail.

O2B were hired to achieve a pre-defined number of new contacts, interested in our serviecs. They analyzed our company in details, the services we have in place and behaved like an effective part of our Sales Team when reaching out new contacts.

What was the team composition?

We were assigned a Project Manager and a Sales Representatives, both present on the weekly meetings for update on the campaign status.

RESULTS & FEEDBACK

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

Within seven months we aquired new contacts, which have the opportunity to be converted into a long-term customers of ours. We were able to reach new companies from our target audience.

How effective was the workflow between your team and theirs?

The workflow was excellent with ongoing meetings to provide status update and to adapt the sales campaign based on our requirements and the results from the previous month's campaign.

What did you find most impressive about this company?

I was impressed with Out2Bound's personal approach and attention to detail.

Are there any areas for improvement?

Didn't find any.

BACKGROUND

Please describe your company and your position there.

I'm a partner in a software and consulting agency which builds quick and customised AI solutions which help the business to become more effective by implementing innovative solutions.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

Out32Bound helped us to build our sales process organised around the needs of our company. They enabled us with the proper set of practices to allow us to grow our sales pipeline.

What were your goals for this project?

The goal of the project was to enable the core team to be able to execute a sales strategy which fits very well to our current set up and our strategy goal of gaining a desired position on the market which we target.

SOLUTION

How did you select Out2Bound?

Out2Bound very well understood our current situation and did a great assessment of what we needed to take a step forward move our sales function to the next level.

Describe the project in detail.

We managed to go through the building blocks of a sales function tailored exactly to our needs by a series of workshops and hands on trainings on the different topics where we were lead by the Out2Bound consultant with a very practical set of advisory techniques.

What was the team composition?

The project was led by the Out2Bound Head of Sales Ops and it involved a very well defined framework which we followed until the successful project completion.

RESULTS & FEEDBACK

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

The outcome was a well defined and working sales process which we follow to grow our sales pipeline.

How effective was the workflow between your team and theirs?

The communication between us and the vendor was very smooth and the project was always going on track.

What did you find most impressive about this company?

The vendor's team has a huge experience in the area and also managed to provide the proper advice for us based on our current stage or maturity.

Are there any areas for improvement?

No

BACKGROUND

Please describe your company and your position there.

I am the Business Development Manager at Next Solutions, a software services and consulting company with expertise in intelligent automation and digital transformation, headquartered in Bulgaria. Our company has about 60 employees and we serve small and mid-sized organizations in US.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

We hired Out2Bound for B2B leads generation.

What were your goals for this project?

We wanted to grow our business network.

SOLUTION

How did you select this vendor?

Out2Bound were recommended to us.

Describe the project in detail.

Once we selected this vendor, we had a discovery meeting to present our company and the services we offer, as well discuss our goals and objectives. Within a couple of weeks, the O2B team came back with suggestions on how to run our first campaign, templates were presented and approved, and the execution began. Each campaign had it's own iteration of targeting, templates preparation, execution, follow-up and reporting of results.

What was the team composition?

We were assigned a manager and 1 contributor. Later on more people joined the team.

RESULTS & FEEDBACK

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

With the support of O2B we were able to test our market and get valuable feedback from it. They helped us establish our lead generation processes, and trained us on best practices in B2B sales process. The outcome of the project is in line with our expectations, and we consider it successful.

How effective was the workflow between your team and theirs?

O2B are easy to communicate with and very responsive. The workflow between our teams was very effective.

What did you find most impressive about this company?

Out2Bound are great professionals, with remarkable company culture and contagious spirit for success.

Are there any areas for improvement?

None that I can think of.

BACKGROUND

Please describe your company and your position there.

Business Development Manager responsible for bringing new business at the company, onboarding new clients, managing partnerships with vendors.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

Our company needed external help to fill in the sales pipeline with new potential clients. We hired Out2Bound to generate new leads within Europe which include: research following strict criteria, drafting powerful messages, conducting cold email campaigns, reporting.

What were your goals for this project?

Out2Bound was tasked with a very complicated challenge to bring at least 2 qualified leads a month targeting an industry that is not matured yet for using our solutions.

SOLUTION

How did you select this vendor?

We select vendors based on recommendations. One of our partners shared with us their positive feedback about Out2Bound, then we met Zdravko and the team. It didn't take much time to evaluate the potential and we signed the contract in 2 weeks.

Describe the project in detail.

Our company sells customized customer experience solutions that require specific knowledge and background in order to understand and potentially sell our services. That is why we had numerous meetings and calls in the beginning so that Out2Bound would use their talent the best way and help us acquire new clients.

After providing them with the foundation it was easy for us because they did all the work afterward: scoping the sales strategy, drafting cadence, sending out messages, handling objections. It took slight adjustments and guidance within the process from our end. The final result was an invitation for a call or a demo in my inbox.

What was the team composition?

Out2Bound was transparent from the very beginning of the project providing us with a research team, 2 account managers, and a dedicated senior executive.

RESULTS & FEEDBACK

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

At the beginning of the project, we were a bit skeptical because they were targeting a very conservative industry with a proposition for innovation. The first month was not great in terms of results. Then they initiated changes in the sales approach and we witnessed a major increase of open and response rates which resulted in scheduled calls with prospects with identified needs.

It was easy for us to move these prospects up to the sales pipeline. But I was amazed by the results during the hardest time of the year. We had 3 demos with multinational companies during the very hard time of COVID-19 in March 2020. The account managers showed discipline, tenacity, and creativity during this period of time.

How effective was the workflow between your team and theirs?

Out2Bound team had become part of our company for the time of this partnership. We used internal channels of communication. We even had phone calls at 9 pm to discuss prospects'answers and how we could address their objections and questions the most effective way. Their commitment and dedication helped our company to speak freely and exchange ideas.

What did you find most impressive about this company?

- Curiosity - Transparency - Quick response - Openness to propose new ideas - Easy communication All of this resulted in open opportunities for a million euro new business.

Are there any areas for improvement?

They need to hire more people so to help more companies get great results.

BACKGROUND

Please describe your company and your position there.

ERP.bg has 25 years of experience in the field of business software, including its own ERP and CRM solutions. Our mission is to create the first of its kind ERP ecosystem, connecting startups and other third party app developers with the business clients and securing the integration between the apps and the corporate ERP.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

The main idea of this project was to actively approach the Bulgarian market and collect the feedback from the potential clients in order to improve our services and growth in terms of the number of client and presence in different regions.

What were your goals for this project?

We mandated Out2Bound to generate qualified leads, calls and meetings with prospective clients. The main goal of this project was to actively approach the Bulgarian market and collect the feedback from the potential clients in order to improve our services and growth in terms of the number of client and presence in different regions.

SOLUTION

How did you select this vendor?

After strict research of companies which can help with finding potential leads and can take care of our sales funnel - we choose the local provider in the face of Out2Bound. The process was pretty clear, they went with us through every step of the sales process, showed expertise and previous experience in doing b2b tech sales.

Describe the project in detail.

The scope of the project was to organize an introductory meeting with C-level management of which are companies operating in Production and Distribution as industries. The account manager assigned to this project was structuring a sales cadence with communication, creating a prospects list, and doing initial conversations with contacted prospects as well as booking meetings for us.

Out2Bound’s team help us to create and find the right value prepositions for our products and services, advised us on tips and tricks, and give us insides for each aspect of the whole process.

What was the team composition?

There was an account manager, with whom we were actively working on a daily basis and 2 more people responsible for generating the right prospects for every month. One the other side one of the seniors specialist was operating as a team leader of the account manager assigned for the project, as his main interaction with the project was to discussing results and observing possible new strategies.

RESULTS & FEEDBACK

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

In the last few months, we manage to meet over 40 different companies and continue active communication and negotiation with two of them. The feedback given form some of the companies was that implementing new ERP wasn’t the property for them, but the persistence and communication of my account manager, was a crucial factor for them to accepted the meeting offer.

How effective was the workflow between your team and theirs?

During the whole project we have fixed weekly meeting, but often we communicated at least one per day. Outside of that, we have our monthly meetings one which we take a look back of the past campaign, analyzes the result and the collected feedback and build the strategy for the upcoming month.

What did you find most impressive about this company?

The structure and way of communication and most specifically the first sales approach. I appreciated their persistence during the whole process The transparency and honesty of the team towards me The fact that we manage to have over 40 meetings with companies that were our wanted client profile

Are there any areas for improvement?

No

BACKGROUND

Please describe your company and your position there.

We are a Swiss-based company which developed and distributes a software for personal data, privacy and consent management. Healthcare organizations use our software as a foundation to develop digital health solutions. In my role as a co-founder and CBDO, I take care of the business development, marketing and growth.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

We mandated Out2Bound to generate qualified leads, calls and meetings with prospective clients. After working with them for six months, we decided to use a new approach, not only to increase the number of booked calls per month, but to expand our network and increase our brand awareness. This pushed them to develop a new - LinkedIn-focused service, resulting in 37 secured calls/meetings for a period of 4 months, compared to average of 17 when using the previous approach for the same period of time.

What were your goals for this project?

10 calls/ meetings a month.

SOLUTION

How did you select this vendor?

We have been looking for a scalable solution to generate qualified leads. Out2Bound was referred to us from a partner.

Describe the project in detail.

The project consists of (co-)qualifying potential clients, reaching out to them via LinkedIn and consistently following-up with them to accomplish the desired results. Weekly reviews and detailed reports are provided to align the process for each monthly campaign.

What was the team composition?

Out2Bound has been very responsive and provided us with a dedicated Account Manager/SDR to generate meetings and manage campaigns and one market researcher to build lists

RESULTS & FEEDBACK

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

So far we’ve been booking on average 10 calls & meetings/month and reaching out to 300-400 highly targeted people each month.

How effective was the workflow between your team and theirs?

Out2bound works in a very agile way providing monthly sprints with weekly stand ups and daily reports. They also work on our CRM whenever needed and always make sure we stay on top of opportunities. Additionally, we benefit from their expertise and access to the latest sales approaches, tactics and best practices.

What did you find most impressive about this company?

Undoubtedly, their expert know-how, agility, availability and high team spirit. It's impressive to see how well they adapt to our needs which change over the time. Their dedication and interest in analysing our markets' specifivs and trends not only provide additional benefits for us, but show their commitment in building long-term relationship. We are thankful for the opportunity to have open discussions, brainstorm together and create and manage new business opportunities together.

Are there any areas for improvement?

not for the time being- the results are beyond the expected.

BACKGROUND

Please describe your company and your position there.

I am Marketing Manager at one of the biggest FinTech companies, offering a full business solution for brokerage. We are constantly looking for new partners and profitable collaborations in the industry

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

Our company was looking for a new solution in the sales field. We established a connection with Out2bound in order to generate leads using email and LinkedIn campaigns.

What were your goals for this project?

We wanted to have new leads on a monthly base.

SOLUTION

How did you select this vendor?

Out team searched online for business solution that can help us improve our sales processes. After our research we decided to work with Out2bound because they gave us a good offer. Their action plan was perfectly designed to fit our needs.

Describe the project in detail.

Once we have agreed to work together our contact person made a research about out type of business. After that he have sent us detailed information of what he will do next and how he and his team will contact the potential clients. Next step was to build potential clients lists and a communication cadence. After that we have started the campaign and observed the results.

What was the team composition?

We knew most of the main people behind the organisation, however we have designated account manager who was in contact with us on a daily base. We made also regular video calls and personal meetings in our office. The communication flow was really easy and with a friendly attitude.

RESULTS & FEEDBACK

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

For the months of the active campaigns we managed the increase our brand recognition enormously. We made key business partnerships within several FinTech sectors and we built huge professional network of people interested in our products.

How effective was the workflow between your team and theirs?

The workflow between the teams was very effective. Their team was as a part of our company, we had the chance to communicate with them freely as they was colleagues. We had experienced mutual collaboration and perfect team work. We used various tools to manage the workflow.

What did you find most impressive about this company?

Out2bound impressed us with their enthusiasm and professional attitude. They are the perfect collaboration of ambition and sharp brains with a proactive approach.

Are there any areas for improvement?

There is away room for improvement but we are satisfied with the workflow and the results we have from the collaboration.

BACKGROUND

Please describe your company and your position there.

I am the CEO of IT Outsource Ltd. - a fast-growing IT company with more than 10 years of experience designing, implementing, integrating and supporting different IT solutions. The focus of our services is IT Infrastructure, Consulting, and Support services."

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

My company has been growing actively through referrals. Though quite an effective channel for us in terms of finding business, we needed a way to establish a predictable and scalable pipeline of potential new clients to establish sustainable growth. Our expertise lies in the technology domain and we needed experts to help us with setting a strategy for sales and after that assisting us with its execution

What were your goals for this project?

We wanted to have more deals. Having in mind the complexity of our solution and that we usually need to perform a technical assessment, before closing a deal, we decided that a lead generation services will be more adequate to our situation where someone would assist us with opening the conversations with decision-makers in our target market.

SOLUTION

How did you select this vendor?

I researched possible companies that can help with finding sales leads and saw that there are such services offered, but only 1 locally. After sending a request for information with Out2Bound they invited me in their office and gave me details on their work, what I can expect and what they require before starting work.

The process was quite clear and they were positive and showed expertise and previous experience in doing b2b tech sales, which led me to the decision to start using their service.

Describe the project in detail.

The scope of the project was to organize a face2face meeting with the top management (owners, Managing Directors, and CEO) of big companies in manufacturing, retail, pharma, and logistics. The goal was to get them interested in an initial analysis of their infrastructure and how stable their systems and safe their data is.

The team helped me by structuring a sales cadence with communication toward these people, the creation of a prospects list, and actually doing these initial conversations with those people and booking meetings for me.

They helped me structure my strategy, advised me on tips and tricks, and even helped me with participating on a few of the meetings and with not forgetting to follow up the meetings.

What was the team composition?

The team consisted of one main person who I was talking to and was doing the actual contact with the companies. Also, they've told me that 1 or 2 people participate in the market research part but haven't personally met them.

The person I've signed the contract with is always in all conversations and giving comments from time to time, and one TL was handling the management of this main person who I talked with. This TL was active when discussing results and possible new strategies.

RESULTS & FEEDBACK

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

We managed to close 2 deals due to their effort and have talked with more than 30 companies in the last few months. Some of the companies I met with shared that they wouldn't usually meet a company like mine but the persistence of my salesperson made them give us a shot.

How effective was the workflow between your team and theirs?

The salesperson I was working with mainly was quite active and really pushy (which I quite often need with my tight schedule). We communicated at least once per day, but quite often - multiple times during the day.

I am happy with how they were proactive part and included the TL and the person I signed with when we needed to discuss more important cases with companies or our sales strategy.

What did you find most impressive about this company?

• They helped me close deals
• I was impressed with the structured approach they had to understanding me and my company when we were starting work
• The transparency and honesty of the team towards me
• The persistent and structured approach they had toward sales

Are there any areas for improvement?

They delivered what they promised. Yet I would like them to participate more in the process after setting a meeting, but they said they prefer not to focus on this.

BACKGROUND

Please describe your company and your position there.

We are a Swiss editor of data privacy compliance and consent management software. I am in charge of developing the company on international markets, starting with France and the UK.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

We have hired Out2Bound to generate qualified leads, calls and meetings with prospective clients in France and the UK.

What were your goals for this project?

Our goal was to generate at least 1 meeting per month.

SOLUTION

How did you select this vendor?

After exploring several options, we selected this vendor as they seemed to be the most qualified to help us achieve our goals at a reasonable cost.

Describe the project in detail.

The project consists of qualifying potential clients and reaching out to them via LinkedIn, email and phone to organize a call or meeting with the decision maker.

What was the team composition?

Out2Bound has been very responsive and hired a French speaking associate when it became obvious that it was a requirement to be successful on the French market. This made a big difference in results.

RESULTS & FEEDBACK

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

We've had about 3-4 calls/meetings per month so far. Exceeding our initial goals. As we go, we are refining our prospection strategy with Out2Bound to improve these numbers. We are now considering using their services for other markets like Germany and Canada.

How effective was the workflow between your team and theirs?

The workflow is quite effective and again Out2Bound has been very flexible and has been using our own CRM tools and complying with our own internal processes.

What did you find most impressive about this company?

We appreciate their capacity to adapt and change their ways to address new situations.

Are there any areas for improvement?

Not at this point.

BACKGROUND

Please describe your company and your position there.

I am the partnership and business developer for LimeChain, a blockchain consulting and development firm.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Out2Bound?

We engaged Out2Bound to help generate leads for our firm.

What were your goals for this project?

We wanted to extend our customer and partnership network, and we had limited in-house resources to make it happen. 

SOLUTION

How did you select this vendor?

I had followed Out2Bound’s work for some time beforehand. I also received a recommendation to their team.

Describe the project in detail.

Out2Bound first became familiar with our products and services. They then researched potential leads and partners, contacted them, and scheduled calls with our team.

What was the team composition?

We work closely with an account manager.

RESULTS & FEEDBACK

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

We’ve seen more demand for our services since we started working with Out2Bound. We’re thrilled with their efforts and proactive approach.

How effective was the workflow between your team and theirs?

The Out2Bound team is very easy to communicate with.

What did you find most impressive about this company?

Their enthusiasm, proactiveness, and willingness to go above and beyond for us stand out the most.

Are there any areas for improvement?

There is always a room for improvement, but Out2Bound regularly evolves and grows their knowledge and experience. I’m happy with the collaboration.