Martal Group

BACKGROUND

Please describe your company and your position there.

I am the CEO of web design, branding and development agency, Benkendorf Group. We work with SaaS and IT start ups, our clients come from all over the world, but mainly, North America. We were always interested in expanding our potential there

OPPORTUNITY / CHALLENGE

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

We have been working with American and Canadian clients for some time, but most of our opportunities came from networking. Lead generation and cold selling was a challenge for us, and this is where we decided to turn to the expertise of Martal Group.

SOLUTION

How did you select this vendor?

We already worked together on multiple occasions, for example, we were responsible for design and development of their latest website. Their professional approach to work and friendly communication were among the key factors.

Describe the scope of their work in detail.

We provided the Martal’s team with our ideal customer profile, outreach templates and filled in a detailed questionnaire to specify what we are looking for. Martal Group does lead generation and sales consulting for us. As an Eastern Europe based company, we benefit a lot from their expertise of a North American market. In other words, they consult us on how to customize our sales approaches, how to arrange demos, whom and how to address.

They provide council on our LinkedIN sales communication as well. For the lead generation part, they find the companies, which fit our ICP and might be interested in our services, set up the preliminary meeting with them and introduce our company and services.

What was the team composition?

We work with three Martal’s representatives: an account manager, who provides us with weekly reports, and two part-time sales persons, who do the lead generation and consulting.

RESULTS & FEEDBACK

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

We received the first leads the following week after we started. While we didn’t close any deals yet, the main goal is to put us on the map for North American customers. We’ve gone over 12 meetings, and the more are booked for the following weeks.

How effective was the workflow between your team and theirs?

Even though, we are in different time zones, it’s never been an issue in due course of our work. We always receive on time the weekly reports on campaign’s performance. Martal’s team is always there to advise us on sales strategy.

What did you find most impressive about this company?

We received the first leads fast, and the companies were fitting our ICP perfectly. We also appreciated the smooth onboarding and communication.

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

Nothing in particular.

BACKGROUND

Please describe your company and your position there.

I am the marketing manager for Mozart Data. At Mozart, we give businesses the capability to connect, clean, and organize all data sources in just a few clicks through our comprehensive data stack without the need for coding.

OPPORTUNITY / CHALLENGE

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

We hired Martal Group to supplement our current outbound sales campaigns through prospecting and appointment setting services.

SOLUTION

How did you select this vendor?

We had sales calls with multiple sales agencies that we found on G2 and Martal was the most impressive.

Describe the scope of their work in detail.

Martal Group campaigns for our team throughout each week. The sales representatives build lead lists, conduct email and LinkedIn outreach, make follow-up calls, and coordinates with our sales team to schedule meetings with prospective clients.

What was the team composition?

Ariel and George are the sales representatives at Martal that develop and manage the workflow and qualify appointments coming in from the outbound marketing efforts. Grant works as the sales operations manager and monitors the progress, keeps us updated on performance, and suggests improvements.

RESULTS & FEEDBACK

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

We started working with Martal Group at the end of July. They have been campaigning for about two months now. We have already seen results with six sales-qualified leads being handed over to our team.

How effective was the workflow between your team and theirs?

The workflow is pretty fluid. The Martal team handles the majority of the prospecting workload including creating the lead lists, campaigning, and communicating with prospects to schedule appointments. Aside from the weekly meeting, we communicate via Slack when needed.

What did you find most impressive about this company?

The Martal team has been able to produce a steady number of flips weekly which has helped our team uncover more opportunities to sell.

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

We have worked collaboratively to create more compelling copy including special offers that we have recently integrated into the Martal outbound campaigns. We have been able to use this new messaging to retarget previous contacts as well.

BACKGROUND

Introduce your business and what you do there.

I’m the director of business development at an outsourced onshore development company. We work with small businesses and enterprise-level companies and provide their software development needs.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

Since we had a small sales team, we hired Martel to bring in outsourced sales representatives. We needed them to work on our email marketing and cold calling campaigns as we reached out to clients and generated leads. 

SOLUTION

What was the scope of their involvement?

When we started the engagement, Martal brought us through a couple of discovery sessions to learn about our business and how we typically reach out to clients. They also learned about our ideal customer profile, the companies we target, the number of their employees, and the specific people that we like to target. Then, our teams put together email campaigns; our team gave suggestions around the language we tend to use when communicating.

At present, we conduct weekly meetings where Martal reviews our leads in the pipeline. All qualified leads are sent directly to me, and then we set up meetings on the calendar with those leads. 

What is the team composition?

We work with two part-time sales development representatives for 20 hours a week. Apart from them, we also interface with an account manager, who reports to us how everything is going every week. 

How did you come to work with Martal Group?

When we were searching for a vendor, we reached out to several companies. We used Clutch to look for potential candidates, and Martal had a good number of reviews and a solid rating on the platform. As a result, I reached out to them and we started working together from there. 

How much have you invested with them?

We’ve spent between $25,000–$30,000. 

What is the status of this engagement?

We started working with Martal in May 2021, and the partnership is ongoing. 

RESULTS & FEEDBACK

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

Since May 2021, we’ve had 15 qualified leads and generated plenty of phone calls with new potential clients. We consider this as a success because our field has long sales cycles; a lot of times, we don’t generate business on the first call, but they turn into a business when we call them 3–4 months down the line. 

How did Martal Group perform from a project management standpoint?

From a sales and management perspective, Martal has been good. Though we’d love to see more clarification on some of the data, we’re dealing with 20,000 contacts per month; there can definitely be overlaps. In any case, we’ve been happy. When we email them, they get back to us quickly, which I always appreciate when working with an outsourced team. We never feel that we’re put in the dark.

In terms of project management tools, we work on Google Spreadsheets with them. The spreadsheet is constantly updated whenever a new lead comes. We also have a Slack channel, though it’s rarely used; we also use WhatsApp. We also use Google Meets 

What did you find most impressive about them?

I appreciate that Martal works onshore for us. We like working with other people within the US because it helps with time zones and communication with potential leads. Apart from that, they also have a good dataset of potential clients. They’re timely, and their onboarding process is smooth. We’re still waiting for the business to come through from our engagement, but everything they’ve done has been great. 

Are there any areas they could improve?

It’ll be great if they have more data insights about everything that’s happening. They usually give us a two-page PDF, and it’s sometimes hard to gauge the different industries we try to reach. That being said, they do reach out to a lot of people, so I totally understand. 

Do you have any advice for potential customers?

Stay on top of the team, and work from your past experiences to provide Martal a path to success. For example, I also do cold outreach, and I like highlighting what works for me when working with their team. In other words, tell them the language you use and how you want to do things. That way, you won’t become just any other sales organization. They’re going to make things super customized for your organization, and you’ll stand out when they’re doing their outreach.

BACKGROUND

Please describe your company and your position there.

MUUTAA is a healthcare AI company that is leading the way forward for clinically integrated supply chains. The MUUTAA mission powers deep learning to inform smarter decisions, support better care, and ultimately improve health outcomes. I am the Co founder and CEO of MUUTAA.

OPPORTUNITY / CHALLENGE

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

We partnered with Martal Group to assist us in growing our US customer base through outbound lead generation.

SOLUTION

How did you select this vendor?

We found them on the internet and did a few interviews to learn about thier services.

Describe the scope of their work in detail.

The Martal team identifies prospects in their databases, launches outbound campaigns through multiple channels, nurtures market-qualified leads into sales-qualified conversations, and books appointments for our internal team. Once a week, we have a meeting to go over detailed information regarding upcoming discovery calls with prospects, develop strategies based on campaign data, and discuss ways to rebuttal industry-specific objections.

What was the team composition?

We have Robyn Orsini as our sales executive who handles prospecting and lead qualification. Edward Young, the sales operations manager, oversees progress, tracks KPIs, and provides detailed reporting.

RESULTS & FEEDBACK

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

In the last four months, Martal Group has generated several sale-qualified leads. Over the past month, progress has steadily increased.

How effective was the workflow between your team and theirs?

The Martal team stays in constant communication, contacting me serval times a week to go over incoming leads and coordinate sales appointments.

What did you find most impressive about this company?

As an AI-powered supply chain management system for healthcare, we have a unique position in the market that most decision-makers are not familiar with at this time. The Martal team translates our value proposition to clients and brings in a steady stream of opportunities.

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

No, not at this time.

BACKGROUND

Introduce your business and what you do there.

I’m the managing director of a Finnish software house called Delta Cygni Labs, which is headquartered in Tampere, Finland. I’m also the group director for sales and marketing for the subsidiary in Hamburg, Germany. 

Our product, POINTR, is a remote collaboration solution with augmented reality features, and it is already established in the market. We have 50,000 users across several industries, and we figured we should give the US markets a try since our Europe-based corporations also have businesses in the US.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We were in the first steps of entering the US market and faced the choice of:

• skipping the market altogether;
• establishing an office in the US; or 
• working with a lead generation agency.

Ultimately, we decided to hire a lead generation agency, Martal Group.

SOLUTION

What was the scope of their involvement?

Martal provides us with lead generation and sales support services for designated areas or focus industries within the US market. They do our sales work in our name in the US. 

After training their team, we filled in a professional, comprehensive questionnaire that could help them capture and project our product and message in the US market. 

Because they are more familiar with the culture and processes in the US market, Martal guides us when it comes to who to talk to, how to address people, and how to arrange meetings with them. They also teach us certain sales approaches, such as making fully customized messages to send out to potential customers and directly approaching people via Linkedin.

They analyze which customers from the identified industries could be of interest to us and approach them to arrange an initial meeting. Through a web session, the team demonstrates our software to the identified leads. If needed, we would jump into those calls for technical sales discussions. We would also do the following up for later commercial terms.

What is the team composition?

We’re working with a team of three people: a coordinator, who is our main point of contact, and two business development managers. 

How did you come to work with Martal Group?

I had worked with Martal before in another business, and the results were excellent. Their agency is focused on software products, so they would know our current circumstances. When we decided to go for a lead generation agency, I knew they were the ones to go to. I dropped the managing partner a message and they took action very quickly. They understood what we wanted and made an offer. 

How much have you invested with them?

We have spent around $25,000. 

What is the status of this engagement?

We started in March 2021, and the project is still ongoing.

RESULTS & FEEDBACK

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

We haven’t closed an order yet, but it isn’t a problem because the sales cycle for targeting big corporations is normally half a year or longer. If we were not working with Martal, we wouldn’t even have any US leads to begin with. They are in the market, they know the language, and they are super quick and agile. With Martal, we’re able to see results within weeks.

How did Martal Group perform from a project management standpoint?

They have been excellent. I am getting reports on a weekly basis, and we have weekly project discussions. It’s a totally transparent process. 

We also have individual channels with the business development managers for certain cases. We’ve used LinkedIn, WhatsApp, and email, where feedback comes within minutes. When I invite them for a call, we use GoToMeeting since it’s the international standard. Otherwise, we use Google Meet if it’s them who’s initiating the meeting.

What did you find most impressive about them?

What I really like about Martal is that they are super professional. They have senior people working on the project who really know what they are doing. I saw that they really studied our product to better understand it and be able to send fully customized messages to our potential customers. Their market analyses are really good as well and thus far, they’ve delivered as promised.

Are there any areas they could improve?

No. I've been quite satisfied.

Do you have any advice for potential customers?

You have to be aware that not everything is on Martal, and that you also have to deliver the documents that will put them in a position to also be successful for you. If you don’t sit down and fill out the questionnaire very carefully and give them all the information about your company and product, the results won’t be as good. You have to be very clear about which industries you want to work with and really nail it down so that the quality increases more than the quantity. 

Some lead generation agencies will say they can do everything for you, but that won’t work because they don’t know your business or product that well. Martal knows the market and they know how to approach it. It isn’t about laying back and waiting; it is closely working together with them to achieve results.

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