Martal Group

BACKGROUND

Introduce your business and what you do there.

I’m the marketing director for Jedox, which is a global provider of EPM/CPM solutions.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We were looking for a third-party lead generation company to drive our growth.

SOLUTION

What was the scope of their involvement?

They basically did prospecting for us. We worked together and shared parameters of what our target audience is. Then we worked to create outreach sequences. Then they did reach out on our behalf.

What is the team composition?

We have two dedicated people working on our account, and we also have a project manager. At the beginning, the owner was very involved and receptive, If we have any questions or ideas, their whole team is very engaged.

How did you come to work with Martal Group?

They were recommended to one of our colleagues. We explored several different options and I had calls with other vendors, but I liked what Martal Group showed me.

What is the status of this engagement?

We started working together in November 2019 and it’s ongoing.

RESULTS & FEEDBACK

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

I can see how many leads they’ve been able to create for us, and even the quality of these leads are fantastic. While some don’t go anywhere, many are actual opportunities.

How did Martal Group perform from a project management standpoint?

They’re great. We get weekly reports on their performance. We always talk about what can be done from their side, what can be done from our side, and how we can optimize content. We have a very good ongoing conversation about what can be done, new angles to promote, pricing, and outreach.

Especially since COVID-19, and things have changed a lot, we need to be agile. They’ve been very responsive and they collaborate with us. Given what’s going on, I like their culture.

What did you find most impressive about them?

I’ve worked with other providers before, and Martal Group understands what we do much better. The other teams we worked with weren’t nearly as experienced. The Martal Group listens more. They don’t go through the motions or work automatically. They come up with their own suggestions in how to target the right audience. They’re the most proactive team I’ve worked with.

Are there any areas they could improve?

At this point, no.

Do you have any advice for potential customers?

The advice I’ve given to friends I’ve referred Martal Group to is to make sure you communicate with your account managers. They understand the basics of your business and are a great resource.

We work so well with them because they don’t compete with my team, they’re part of our internal team. It’s collaborative, and that’s why it has been so successful.

BACKGROUND

Introduce your business and what you do there.

QuaeNet is a company of private equity and we work in the IoT industry in the IT and telecom markets. We offer an IoT solution to small, medium, and large enterprises. I work as a director of the network operations for the company in the technical field.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We saw that the market in the US was quite big and the IoT industry had been booming for the last two years. It is still booming compared to the Canadian market, so we were looking for a company to help us to start selling our products in the US.

SOLUTION

What was the scope of their involvement?

Martal Group does online campaigns, specifically email and social media. They are trying to sell the product and also trying to generate new leads until we sign the contract with the customer, and then we take over everything.

What is the team composition?

We have been working mostly with one person. We also communicate with the salesperson the head of management.

How did you come to work with Martal Group?

My manager found Martal Group online or through his connections. We then had some meetings with the team and signed a contract.

How much have you invested in them?

We spend about $5,000 per month.

What is the status of this engagement?

We started working with them in October 2019, and we are still working with them.

RESULTS & FEEDBACK

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

We have a very good sales pipeline now, and we have started to measure whether we have enough opportunities. We measure this every week and look at the numbers every month to see if this pipeline is increasing and if we have enough opportunities or not. 

We have a very good pipeline and more than 130 leads, the majority of which are customers who want to know more about our products. Additionally, we have closed a few deals so far, but we are happy because we see big potential in the US market as long as we have this big sales pipeline.

How did Martal Group perform from a project management standpoint?

We communicate directly with the salesperson during the week via email. We also have a weekly review call on Thursdays with the salesperson, her manager, and sometimes one of the senior managers.

What did you find most impressive about them?

We haven’t dealt with other companies in the past but compared to what we saw in the Canadian market, it’s very clear that Martal Group has the right personnel with the right skills.

Are there any areas they could improve?

No, I don’t have any suggestions.

Do you have any advice for potential customers?

You have to be very prepared, and you have to describe your products to them very clearly. A technical company like ours that is selling technical solutions had to prepare our presentations and prepare the person on what they were going to sell. Give Martal Group the chance to digest this kind of solution. Answer their questions so that they can be ready to start selling with confidence.

BACKGROUND

Please describe your company and your position there.

Soti is a global leader in enterprise mobility management, creating innovative solutions that reduce the cost and complexity of business-critical mobility and IoT. At the time we’ve partnered with Martal I served as Director of Product Delivery at Soti.

OPPORTUNITY / CHALLENGE

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

Businesses rely on Soti to secure, manage and support their mobile operations. SOTI is constantly innovating and has a strong commitment to R&D to deliver cutting edge new business mobility solutions. To ensure our leading market position we monitor products and solutions developed by complementary startups. We partnered with Martal to increase our outreach efforts to prospective startup companies.

What were your goals for this project?

We partnered with Martal to scout startups, create a pipeline and shortlist selected vendors to present their products to Soti acquisition and corporate development team.

SOLUTION

How did you select this vendor?

We have looked at several companies and Martal impressed us with the breadth of their reach.

Describe the scope of their work in detail.

In partnership with Martal we created the process of prospecting and qualifying new tech vendors.

What was the team composition?

One scouter

RESULTS & FEEDBACK

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

We were introduced to several companies that matched our ideal profile, Martal took care of the prescreening and qualification.

How effective was the workflow between your team and theirs?

We had a good interaction that was managed via calls and emails.

What did you find most impressive about this company?

Their high-quality prospecting and great database of contacts really helped us.

Are there any areas for improvement?

Not that I remember.

BACKGROUND

Please describe your company and your position there.

Memic delivers seamless robotic surgery that enables easier, less invasive and more cost-effective procedures. I was the COO of Ariel R&D company, the founder of Memic.

OPPORTUNITY / CHALLENGE

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

We wanted to use Martal’s expertise and services to commercialize our early-stage robotic surgery tech.

What were your goals for this project?

We hired Martal group to accelerate our company formation and growth process, with the end-goal of finding a product-market fit in the North American healthcare industry.

SOLUTION

How did you select this vendor?

We were introduced to Martal through technology transfer office.

Describe the scope of their work in detail.

The project consisted of multiple deliverables from Martal Group team, including a product-market fit, an actionable business plan, and measurable interest in our product from the American healthcare industry (scouting for potential leads and partners). Martal also assisted in sourcing company's seed investment and identify potential market applications.

What was the team composition?

Martal's team acted as project commercialization lead and worked closely with our team throughout the entire process.

RESULTS & FEEDBACK

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

We were very happy with how quickly the Martal Group was able to grasp the technological concepts behind our products. We were able to secure seed investment and hire executives team, following Martal’s commercialization project completion.

How effective was the workflow between your team and theirs?

The team was small, but effective, which helped speed communications and improve workflow with potential partners and investors.

What did you find most impressive about this company?

Martal has proven experience representing various technologies from most industries, including ours. We were very happy with how quickly Martal team was able to grasp the technological concepts

Are there any areas for improvement?

We were left satisfied with every element of Martal’s service.

BACKGROUND

Please describe your company and your position there.

ETV Energy Ltd is a developer of advanced battery cells based on company-developed proprietary high voltage (4.7 volt) electrochemistry. I was the company CTO from 2008 till 2011.

OPPORTUNITY / CHALLENGE

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

Martal was instrumental in reviewing the product R&D plan, articulating the product positioning, creating market segments and evaluating the potential.

What were your goals for this project?

We needed help with market research and business strategy assessment, before approaching the market with our product

SOLUTION

How did you select this vendor?

We were introduced to Martal through the company founder.

Describe the scope of their work in detail.

ETV Motors was in process of business strategy planning, following the fundraising round we have completed. We needed a market application to focus on, a quantitative assessment of the market size potential and strategic plan to pursue.

What was the team composition?

ETV Team comprised 15 employees with a R&D team of 11, including 3PhDs. Martal's team had one expert assigned to the project.

RESULTS & FEEDBACK

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

Martal's expert has created a go-to-market plan, and it helped us to take the company to the next stage of product commercialization.

How effective was the workflow between your team and theirs?

Our communication involved F2F meetings and calls, and it was pretty effective.

What did you find most impressive about this company?

Strong personal commitment and close joint work. The project was completed in a timely manner.

Are there any areas for improvement?

Haven't encountered any negative issues

BACKGROUND

Please describe your company and your position there.

WiFly is catering public wifi commercialization platform for hospitality industry. I serve as company founder and CEO and I hired Martal back in 2014.

OPPORTUNITY / CHALLENGE

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

We hired Martal in 2014 to sign an agreement with a strategic partner

What were your goals for this project?

We were in need of strategic partner to test our product related to Wifi commercial use and hired Martal to assist is in meeting arrangement

SOLUTION

How did you select this vendor?

Martal was recommended by a partner

Describe the scope of their work in detail.

We were in need of strategic partner to test our product related to Wifi commercial use and our first pilot vertical was casinos. Martal allocated the right partner to approach that vertical, a global gaming industry behemoth and approached it with a partnership offer.

What was the team composition?

A single sales executive

RESULTS & FEEDBACK

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

Team delivered a quick turnaround and booked a meeting with Playtech in a short period of time.

How effective was the workflow between your team and theirs?

The team was pretty responsive.

What did you find most impressive about this company?

Timely responces and quick communication

Are there any areas for improvement?

Have no recommendations for improvement.

BACKGROUND

Please describe your company and your position there.

I am head of marketing at an artificial intelligence company. We're building an autonomous video security platform for the enterprise.

OPPORTUNITY / CHALLENGE

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

We approached Martal through their website, and hired their team for their lead generation solutions.

What were your goals for this project?

Our sales team had the goal of sourcing clientele across various verticals for our suite of video security products and widening our operations across the USA. I wanted to help generate leads in this vertical.

SOLUTION

How did you select this vendor?

I selected this vendor based on their reviews and phone interview. I was impressed by their previous work in this space and their understanding of the video analytics industry - which in my opinion is rather niche.

Describe the scope of their work in detail.

Martal provided us with dedicated SDR’s that were personally assigned to our team. They were responsible for creating industry-tailored lists of potential prospects, creating and sending outreach campaigns after which interested leads would be flipped to our in-house sales team for conversion. Martal also created customized blog posts to boost inbound foot traffic.

What was the team composition?

Martal’s team composition is small but expert. Our points of contact were with their CEO Vito, who oversaw all operations and communicated progress. We were provided 2 fractional VPs of sales that worked directly with our sales reps. I found them professional and understanding in all circumstances.

RESULTS & FEEDBACK

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

We started onboarding with Martal on June 12th, completing the process within 10 days. Within the first months of campaigning, Martal managed to qualify over 70 leads and secure 7 introductory demos.

How effective was the workflow between your team and theirs?

We found the workflow to be impressively professional. They were very transparent about their processes and provided us with weekly updates and statistics via sync calls and emails. The assigned sales team was effective communicators and were able to implement our feedback into their efforts successfully.

What did you find most impressive about this company?

Martal has shown a great aptitude with the technical concepts behind our product, and has experience representing security tech. Onboarding was very quick, and leads were engaged within 10 days of signing our contract.

Are there any areas for improvement?

At this stage of our contract, we have little to suggest as Martal has shown themselves to be a very capable team.

BACKGROUND

Please describe your company and your position there.

Weezmo is an AI Customer Insights solution that empowers retailers to create a complete customer journey by connecting offline and online identities. We deliver actionable insights and help increase revenue for retailers. I am the CEO of Weezmo.

OPPORTUNITY / CHALLENGE

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

Martal was hired to provide lead generation services for retail companies in North America, as well as account management for signed deals with clients.

What were your goals for this project?

We were looking to diversify our clientele in America with various sizes of retailers.

SOLUTION

How did you select this vendor?

We found Martal through investor recommendation.

Describe the scope of their work in detail.

Martal is involved in every step of the sales cycle. The team was to engage and convert retailer leads of various sizes in North America, lead demo calls, negotiate deals and sign contracts with converted leads, and manage onboarded accounts. Martal also attended retailer conferences in the US on our behalf, scouting potential fits. Their dedicated Sales Rep frequently communicated results to our team, and assisted us in creating our sales strategy.

What was the team composition?

All communications were directed to Vito and our dedicated VP SALES. Vito oversees all operations and leads calls and negotiations with potential leads. Our VP SALES spearheaded outbound campaigns and lead outreach. Martal uses a combination of proprietary tools to gather lists for outbound campaigns, sending email campaigns, and engaging leads.

RESULTS & FEEDBACK

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

Can you share any outcomes from the project that demonstrate progress or success? Martal’s team was very quick to begin the sales cycle after a week of initial onboarding. So far in our contract, Martal is currently managing over 100 accounts for Weezmo, overseeing marketing materials, outbound campaigns, creating content for SEO, and signing contracts with many interested retailers.

How effective was the workflow between your team and theirs?

Communication is heavily emphasized between our team and Martal. Martal provides weekly updates to us via sync meetings with Vito and our VP SALES. Overall, Martal’s workflow is effective and organized and requires little-to-no tweaking from us.

What did you find most impressive about this company?

Weezmo is an AI Driven Customer Insights platform, with many intricate concepts to grasp before one could develop a sales pitch for it. Martal’s team was able to fully understand the technology behind our product, and market it to interested prospects on demo calls within a short timeframe after onboarding

Are there any areas for improvement?

At this point in our contract with Martal, we are pleased with their performance and have no suggestions for improvement.

BACKGROUND

Please describe your company and your position there.

We are a fully owned subsidiary of our university. We're the technology transfer office, mandated to protect and commercialize the intellectual property developed by university researchers. I’m company CEO.

OPPORTUNITY / CHALLENGE

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

From 2004 to 2006 Martal Group was retained to identify commercially viable emerging technologies. From 2007 to 2012 Martal assisted our company in obtaining government grants, creating research collaborations and negotiating sponsored research. Following that period, we hired a team of 5 outsourced licensing executives attributing to company growth through 2012 - 2014

What were your goals for this project?

Our goal was to discover new commercial outlets for University IP and facilitate the formation of spin off ventures and IP licensing.

SOLUTION

How did you select this vendor?

We were introduced to Martal through an incubator and BDO company.

Describe the project in detail.

Martal assisted in industrial partners prospecting and lead generation, they developed customized campaigns and nurtured leads until the contract was signed, working closely with the company CEO. As a lean operation company, we relied on Martal's team until we had enough resources to hire in-house licensing directors.

What was the team composition?

We hired a team of 5 outsourced licensing executives, acting as outsourced licensing and lead generation consultants.

RESULTS & FEEDBACK

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

Martal's team increased commercialization revenues by over 1 000% over the 2009 - 2013 period, by securing multi million-dollar R&D funding and annual royalty income. 

Martal's team directly contributed to 2,000% growth in raised venture capital over the 2009 - 2013 period (over 16M$ raised for 6 spin off companies).

How effective was the workflow between your team and theirs?

Workflow with Martal was good, they interacted with our team on weekly status calls and on demand meetings.

What did you find most impressive about this company?

They are a very cost-effective and flexible alternative to hiring an in-house sales team.

Are there any areas for improvement?

Nothing to report

BACKGROUND

Please describe your company and your position there.

Indoorgo offers accurate indoor location and auto-mapping solutions for malls and buildings. We enable LBS applications, providing rates and stability with the highest precision.

OPPORTUNITY / CHALLENGE

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

As we were an early seed startup, we were looking to achieve a product-market fit in the North American market. We hired Martal to do market research, business planning, and strategic analysis for our company.

What were your goals for this project?

Our goal was to achieve a product-market fit between our location-tracking services and the North American market.

SOLUTION

How did you select this vendor?

We were introduced to Martal through personal connections.

Describe the scope of their work in detail.

We partnered with Martal to mainly source early seed investment. Martal was tasked with creating a comprehensive business plan, consulting our team on the best strategy to take our product overseas, and scouting for potential leads and partners.

What was the team composition?

We worked with Vito personally, who was the head of all operations at the time. Vito oversaw all aspects of Indoorgo’s development, and was our main point of contact for negotiations with other business partners.

RESULTS & FEEDBACK

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

We started onboarding with Martal on January 2011, completing the process within 10 days.

How effective was the workflow between your team and theirs?

Martal has shown a great aptitude with the technical concepts behind our product, and has experience representing tech.

What did you find most impressive about this company?

We were able to raise investment with the business and marketing collateral crafted by Martal’s team and get first feedback from industry users.

Are there any areas for improvement?

Martal has helped us grow as a company, and we attribute many of our successes to them. We do not have improvements to suggest as we are very satisfied with their service.