Martal Group

BACKGROUND

Introduce your business and what you do there.

I’m the national account executive for a printing equipment manufacturer. Our equipment is used to create signs and labels.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We were looking to get new prospects and hired Martal Group for the work.

SOLUTION

What was the scope of their involvement? 

We give Martal Group a list of customers that we’d like to go after, and they send three quick introductory emails to elicit responses. If they get a hit, they’ll follow up with phone calls.

What is the team composition? 

My main point of contact is Tiffany (Sales Operations Manager), but my initial contact was Vito (Founder & Director).

How did you come to work with Martal Group?

I searched for marketing companies and came up with a list of 10 to review. We actually went with two other providers first but didn’t like the results. On our third try, we went to Martal Group because their model was different — that’s to say, they sent emails to get initial responses and developed interest from there rather than just making cold calls.

How much have you invested with them?

We spend about $5,000 per month.

What is the status of this engagement?

This engagement started in March 2021 and is ongoing.

RESULTS & FEEDBACK

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

We’ve received good contacts who’ve had initial interest and wanted to learn more about our company. Having said that, we’ve only been at it for three months, and our results might be affected by COVID-19. I’d really need more time with them to evaluate the long-term value of their services.

How did Martal Group perform from a project management standpoint?

We communicate with them through phone calls, emails, and weekly web meetings. During those meetings, we go over any leads or issues as well as items that I might want them to follow up on.

What did you find most impressive about them?

They’re a very organized company with good communication skills.

Are there any areas they could improve?

No, we’re very happy with them.

BACKGROUND

Please describe your company and your position there.

We specialize in matching companies to the best digital turn-key solutions for their unique infrastructure. Whether you need to replace legacy systems with a more up-to-date solution or improving security to protect company and customer data, our company leverages its Platinum Partner status with multiple vendors to give our customers the best pricing power for their projects. I serve as the business development manager.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We hired Martal Group to open up sales opportunities for our cloud and infrastructure-based services. The Martal team is pursuing companies from various industries within the US looking for the best possible solution for digital initiatives, hardening their security posture, or simply augmenting their existing technology teams with a world-class product specialist.

SOLUTION

How did you select this vendor?

We found them through google. We then conducted interviews with approximately 5 different lead-generating companies but Martal surpassed them all.

Describe the scope of their work in detail.

The project is currently ongoing. For the first couple of weeks, we worked closely with the Martal sales team to develop a strategy and narrow in on our ideal clients. After the email copy was written by the Martal representatives and approved by our team, the campaigns started. New email campaigns are launched every week as well as LinkedIn outreach and phone calls.

What was the team composition?

Our Martal team is led by Dmitri B., the sales operations manager who oversees the process, manages reporting and analytics, and keeps up updated weekly. Robyn O. and Gary C. are the sales executive on the team who curate lead lists, create and launch campaigns, as well as qualify and book appointments for our sales team.

RESULTS & FEEDBACK

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

We have been working with Martal Group since mid-July 2020. Every quarter, the sales team has provided over 20 sales qualified leads with booked appointments for our team to pursue.

How effective was the workflow between your team and theirs?

The workflow is well managed. We coordinate with Robyn or Gary whenever there is an opportunity to book an appointment. We also have weekly meetings with the Martal team to go over the progress of campaigns, current MQLs and SQLs as well as discuss future strategies we can use to maximize performance.

What did you find most impressive about this company?

The Martal team continues to provide innovative sales processes through their approach to outreach, strategic positioning, and well-developed content. Their professionalism and experience in lead generation have led to great results. Gary, Robyn and Dmitri truly feel like an extension of our actual Sales team.

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

I honestly don't have much to comment on areas of improvement. They have good systems in place, good reporting and documentation in place, and great team members to work with!

BACKGROUND

Please describe your company and your position there.

DeepHow bridges the skills gap in manufacturing, service, and construction through an AI-powered knowledge capturing and learning platform based on smart how-to videos. I’m the vice president of business development.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Martal Group was hired to set appointments with our ideal clients in the manufacturing industry through outbound B2B lead generation campaigns. To penetrate the US market and build a pipeline of qualified appointments that our sales team could further nurture and close.

SOLUTION

How did you select this vendor?

Online comparison plus assessment of the top 6

Describe the scope of their work in detail.

The first week or so, Martal Group collaborated with our team to better understand our position in the market, the type of prospects they should target, and the problem we solve for those prospects. The Martal team then created targeted lists and built out email and LinkedIn campaign sequences as well as followed up through phone calls. The process is ongoing and we make adjustments as we learn more about the market.

What was the team composition?

We started with a sales operations manager, Edward Young, and two sales representatives, Kendra Lilly and Mike Snook. The campaign has been highly successful so we added two more reps to increase the results.

RESULTS & FEEDBACK

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

So far the team has produced 69 market-qualified leads and 19 sales-qualified leads that have been booked for appointments.

How effective was the workflow between your team and theirs?

We communicate through Slack and email on a daily basis with the Martal team to coordinate campaign efforts and receive updates on incoming appointments. Our teams work really well together

What did you find most impressive about this company?

Martal Group’s ability to deliver qualified leads consistently has been the most impressive aspect of our partnership. I am looking forward to seeing the results we receive with two additional reps.

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

Nothing at this time. They have been a great resource.

BACKGROUND

Please describe your company and your position there.

Our Medical Clinic is a technologically advanced business catering to chronic and acute pain relief treatments. I’m the company Director.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire ?

We have partnered with the Martal Group to expand our business into the Halton region.

SOLUTION

How did you select this vendor?

We were referred to the Martal Group by a trusted colleague.

Describe the scope of their work in detail.

Because we are in the healthcare industry we had a unique project compared to more traditional B2B marketing strategies. To build up a client base within the Halton region, Martal Group created a campaign based on calling and faxing family doctors that had pre-existing relationships with those who would benefit from our services. Through this campaign, we were able to build up a referral network.

What was the team composition?

We had two people from the Martal team working closely with us to develop a marketing campaign for our clinic. They handled all the outreach to doctors within our region and targeting specifications.

RESULTS & FEEDBACK

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

The project was successful in building up our network of referral partners and developing a clinic brand. We were able to start operating in this new region with a client base already in place thanks to Martal Group’s marketing strategy.

How effective was the workflow between your team and theirs?

The workflow was excellent. The sales representatives stayed in contact with our team and gave us updates about the progress of campaigns including potential referral partnerships on the table and adjustments to the marketing strategy.

What did you find most impressive about this company?

Martal Group was agile in its marketing approach. The team was willing and ready to shift strategies based on our industry-specific needs. The groundwork that Martal laid for our clinic was integral to our ability to scale our client base fast.

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

I have no suggestions for improvement.

BACKGROUND

Please describe your company and your position there.

123 systems is developing commercial platforms for retail industry, white labeled mobile wallets and loyalty platforms.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

As a Canadian company, we were looking to expand our operations into the North American market and partnered with Maral Group to execute marketing campaigns and source clients in retail.

What were your goals for this project?

As an early stage Startup, we were ready for a product market fit and our goal was to get first clients’ feedback from companies who would benefit from our e-commerce software suite across a variety of use cases.

SOLUTION

How did you select Martal Group?

We met Martal founder at the conference.

Describe the scope of their work in detail.

Through many different channels, Martal created a marketing campaign, targeting reselling partners and potential clients. From there, we monitored prospects’ engagement and targeted leads with the end goal of booking a meeting with 123 systems.

Together with Martal Group we have conducted multiple demo calls with Telecom companies like Telcel in Mexico City and retail companies.

What was the team composition?

The team was led by a fractional VP sales, who was responsible for the sales partnership. He was involved in the sales cycle and sourced resellers and clients for 123 systems.

RESULTS & FEEDBACK

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

Within the first 6 months 123 systems of our contract with Martal Group we have started the sales cycle with Telecom companies with Telcel, Rogers, Telecom Argentina, Pivotal and many other companies.

How effective was the workflow between your team and theirs?

The fractional VP of sales was readily available for conversations with our team and he was always willing to tailor his services to our needs.

What did you find most impressive about this company?

Our best impression from our partnership was the quick turnaround. Seeing results within weeks of beginning to work with Martal was a testament to their professional services and abilities.

Are there any areas for improvement?

Little-to-no areas for improvement

BACKGROUND

Please describe your company and your position there.

Centurion Capital Partners provides global management consulting services, with an emphasis on the physical and cybersecurity spaces. I’m the managing partner at the firm.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We've partnered with Martal to develop a number of government sector opportunities, related to people movement and transportation.

We were looking for custom sales channels, and Martal came up with business development initiatives helping us generate new business opportunities, by partnering with cutting edge Video Analytics Vendors.

What were your goals for this project?

Our key goal was to increase brand awareness in markets recently added to our portfolio. We also needed to save some time by outsourcing the business development, qualifying and vetting potential partners, as well as the creation of new sales opportunities.

SOLUTION

How did you select Martal Group?

Martal was a direct referral from a trusted partner.

Describe the scope of their work in detail.

Martal performed market research, identified potential targets and contacted them using Account Based Marketing strategy. We found it to be a very effective outbound sales and marketing strategy.

What was the team composition?

The Martal team we've dealt with was comprised of Stan and Vito, two sales partners who led our go to market campaigns.

RESULTS & FEEDBACK

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

We have created multiple opportunities with Atlanta International Airport, City of Guelph, Telus, Vancouver SkyTrain and others.

How effective was the workflow between your team and theirs?

We had by-weekly calls and exchanged emails frequently. We used instant messages for quick updates and coordination.

What did you find most impressive about this company?

We were impressed with Martal’s dedication during the onboarding and understanding of our needs and core competencies.

Are there any areas for improvement?

Lead conversion - they were presented with multiple opportunities they could have taken better advantage of.

BACKGROUND

Introduce your business and what you do there.

I’m the EVP of sales and marketing for Forerunner Technologies. We’re a national organization with about 145 employees. We have roughly 8,000 customers in the lower 48 states, and we're headquartered in New York. We’ve been around for about 30 years.

We’re a managed service provider and do all things IT, although most of our services are around voice applications. Our company is divided into two sales categories: a Small and Medium-Sized Businesses (SMBs) group, and then an enterprise group, which is 500 users or more. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We don’t have the internal resources or knowledge to market to the vast array of customers that we have across the country. My company thought that outsourcing some of our marketing needs would be more beneficial than hiring in-house. We thought that an outside group would more effectively meet our KPIs and provide us with better statistics.

SOLUTION

What was the scope of their involvement?

We initially hired Martal Group to check on our existing customers. They reached out to them to see if they needed anything or were interested in emerging technologies. We hadn’t been very good at reaching out to our customers on a regular cadence, so we started there. 

Then, we moved into having Martal Group look for new opportunities in the fields of expertise that we have. If they have a positive engagement by email, they will call and qualify customers over the phone. Then, they provide that as a lead to our organization.

We provide Martal Group with information and portfolios for different campaigns, and they create content. Our organization approves that content.

What is the team composition?

We have a project lead and two dedicated resources. We have one resource from Martal Group dedicated to our SMBs team, and then we have another dedicated to the enterprise group. Our SMBs customers tend to be more transactional, so they’re much quicker to convert. However, on the enterprise side, turning a lead into any type of opportunity can take months. 

How did you come to work with Martal Group?

Two of my organization’s directors brought them to my attention. We had a couple of conversations and we liked what we heard, so we hired them.

What is the status of this engagement?

Our work together began in late November 2020, and it’s ongoing.

RESULTS & FEEDBACK

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

Martal Group reaching out to our customer base and then our base reaching back out to us has been a tremendous benefit to us. On the enterprise side, the conversations we’ve been having have been very positive.

I can’t provide financial metrics, as it’s too early in the engagement. However, I’ve been extremely pleased with their work and impressed by the knowledge of the people who work for Martal Group. They understand my business.  

How did Martal Group perform from a project management standpoint?

They’re excellent. One of the partners at Martal Group reaches out to make sure that I’m satisfied with the three team members working on our project. We meet with those resources on a weekly basis to review the campaign we want to do and what we’re trying to relay. 

What did you find most impressive about them?

I think that they’re a very intelligent group and a great company. The intelligence of the individual contributors is impressive. What they know about the business isn’t something you’ll find from just anyone.

They take an interest in what you do, and if they don’t know, they ask a lot of questions. They learn about your company so that they can present it directly to your customers.

Are there any areas they could improve?

No, not that I’m aware of.

Any advice for potential customers?

I’d just call them and see if they’re a fit for your business. If you’re an IT business or managed service provider, you should take advantage of their services.

BACKGROUND

Please describe your company and your position there.

VisCo CG LLC is a 3D visualization company that offers a wide range of services such as 3D 360 tour, 3D visualization images, 3D animation, and film.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

VisCo CG LLC contracted Martal Group sales team to create outbound direct sales channels in the US.

What were your goals for this project?

I needed to save some time by outsourcing the appointment setting and creating new sales opportunities.

SOLUTION

How did you select Martal Group?

I found Martal Group when I was searching for a reliable lead generation vendor.

Describe the scope of their work in detail.

We partnered with Martal Group for their expertise in prospect research to gain better insight into our target industries. They provided data-driven email campaigns and assisted in cold-calling that often led to further lead qualification and warm hand-offs to our team. Martal Group organized our list into highly-focused segments for better targeting and created outbound campaigns.

What was the team composition?

Martal team had Brennan and David, two sales reps based in the US and Canada, and David, a Sales Operations Manager based in New York.

RESULTS & FEEDBACK

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

We received over 20 MQLs / month and were delivered 26 Sales ready leads that led to some tangible traction

How effective was the workflow between your team and theirs?

We had weekly calls and daily email and WhatsApp chat. The team responsiveness and constant availability proved to be an effective form of communication.

What did you find most impressive about this company?

Their ability to articulate our services through technological resources is instrumental in winning more clients. Additionally, we were able to engage enterprise-level clients.

Are there any areas for improvement?

Through continued collaboration, we’ve realized that David can aim for higher conversion rates.

BACKGROUND

Please describe your company and your position there.

I am the North American Sales Director - EAM. We are a multi-sector international software publisher with solutions EAM, CMMS, HR, Payroll, Finance, ERP

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Berger-Levrault provides user-oriented software solutions to optimize the performance of public and private stakeholders. Berger-Levrault contracted Martal Group sales team to create outbound direct sales channels in the US and Canada. .

What were your goals for this project?

Generate 7 opportunities with qualified MQL'S over the course of three months by reaching potential leads using establish databases.  At the same time we wanted to raise the brand awareness in North America.

SOLUTION

How did you select Martal Group?

We conducted interviews of multiple B2B firms some of them recommended by colleagues. In the end we selected Martal because of their team and their established methodology and KPI's.

Describe the scope of their work in detail.

We partnered with Martal Group for their expertise in prospect research to gain better insight into our target industries. They provided data-driven email campaigns and assisted in cold-calling that often led to further lead qualification and warm hand-offs to our team. Martial Group organized our list into highly-focused segments for better targeting and created outbound campaigns. 

What was the team composition?

Martial team had Brennan and Robyn, two sales reps based in US and Canada and David, a Sales Operations Manager based in New York. 

RESULTS & FEEDBACK

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

We received over 85 MQLs / month and were delivered 5 Sales ready leads that led to some tangible traction. 2 of them are major opportunities that justify the investiment by themselves.

How effective was the workflow between your team and theirs?

Every week we had a status meeting where we reviewed performance and activity.  In between we had effective communication via email when MQL were flipped as opportunities.

What did you find most impressive about this company?

Martal Team’s ability to articulate our services to prospects through technological resources was instrumental in winning more clients. We  were also able to engage enterprise-level clients.  Lastly, one of the most impressive strength of the team was their ability to constantly take in feedback and adapt their sales delivery pitch.

Are there any areas for improvement?

Through continued collaboration, we’ve realized that Robyn can aim for higher conversion rates. 

BACKGROUND

Please describe your company and your position there.

We're a digital platform connecting shippers with carriers to move freight. I'm on the business development team, helping with a sales project.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Martal worked on 3 different customer segments owning research / prospecting, messaging (email, call scripts), and outreach (email, calls) to schedule meetings before handing off to our in-house sales team.

What were your goals for this project?

Increase customer acquisition.

SOLUTION

How did you select Martal Group?

RFP based on top providers for outbound sales.

Describe the project in detail.

Martal learned our ICP and product / services offering then developed content. They used their database and research to find ideal contacts based on prioritized titles. They then ran sequences of email, calls, and LinkedIn outreach to connect with prospects, sell them on our services, and book a meeting for our reps to demo our product.

What was the team composition?

They have a project manager, exec sponsor, and reps that own the end-to-end work (research, list building, messaging / content, outbound motions, scheduling).

RESULTS & FEEDBACK

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

We ran the pilot against another provider to see which performed better and Martal handily did better. We landed some new logos and are nurturing others. The results were relatively good, but we decided to build in-house as we wanted more control.

How effective was the workflow between your team and theirs?

The project management was good, weekly syncs with each rep and the PM.

What did you find most impressive about this company?

Their quickness at learning our product and industry as well as their ability to pivot impressed us. / flex quickly based on our feedback and their interaction with the prospects (better than compeititor).

Are there any areas for improvement?

Reporting was only okay, they did a great job working on any request we had, but we only got numbers weekly (not self serve) and their reporting seemed very manual.