memoryBlue

BACKGROUND

Please describe your company and position.

I am the BDR manager of a software company

Describe what your company does in a single sentence.

Digital Employee Experience Management software

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Operatix to accomplish?

• Get some business development coverage in countries where we struggled to hire internally.

SOLUTION

How did you find Operatix?

It wasn't me. I'm not sure.

Why did you select Operatix over others?

I'm not sure.

How many teammates from Operatix were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Operatix BDRs are in charge of identifying new leads and opportunities into key accounts.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Opportunity creation. We used to have BDRs in several regions, but it wasn't working well, so we reduced the amount of FTE from Operatix down to 1, in a single region. Laurens and Deborah have done a really good job so far, they have a good relationship with our internal sales team and the team is happy with what they have been delivering.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Deborah has been very engaging from the start, always getting in touch with us to make sure we had everything we needed, and making sure we were satisfied with Laurens and Operatix.

What was your primary form of communication with Operatix?

• Virtual Meeting
• Email or Messaging App

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

I have been most impressed with how the Operatix management team (George, Deborah, Ben) is always very responsive, very good at communicating information on time, and overall on top on things.

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

Nothing I can think of right now.

BACKGROUND

Please describe your company and position.

I am the Vice President of Marketing of Asimily

Describe what your company does in a single sentence.

Asimily is an IoT, IoMT, and OT cybersecurity platform for risk remediation that holistically secures mission-critical devices.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Operatix to accomplish?

• Deliver qualified meetings to grow in EMEA

SOLUTION

How did you find Operatix?

Referral

Why did you select Operatix over others?

• Great culture fit
• Referred to me
• Company values aligned

How many teammates from Operatix were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Operatix is our trusted agency for qualified pipeline development and sales meetings in the EMEA region. We have had incredible success driving conversations into our senior prospective buyers and setting our sales team with pipeline. We have seen 10+ booked meetings with some of our absolute top prospects and have been very pleased with our successes.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

We have driven a number of qualified opportunities into our most desired prospects. We are building significant sales pipeline on these meetings. Operatix has over delivered on our expected results in terms of volume of meetings and overall quality.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Operatix is very communicative across our dedicated slack channel, email and in our scheduled weekly meetings, and their reporting template shared weekly. They are a very professionally run organization that focuses on process and communication as well as the core results.

What was your primary form of communication with Operatix?

• Virtual Meeting
• Email or Messaging App

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

They deliver the results we are looking for, and have overdelivered so far, but also I have faith in their communication, process, and leadership. If we run into any unique opportunities, or issues, or need to change strategy I have faith that we will be able to manage that collaboratively.

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

Nothing comes to mind from initial research through contracting to onboarding and our now run rate of operations.

BACKGROUND

Please describe your company and position.

I'm an executive at HeadSpin

Describe what your company does in a single sentence.

We provide a SaaS based platform for functional testing and non-functional user experience testing of mobile and web based applications.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Operatix to accomplish?

• Create a strong sales pipeline
• Build awareness with key personas within the region
• Gain understanding of key market needs

SOLUTION

How did you find Operatix?

• Referral
• Previous engagement

Why did you select Operatix over others?

• High ratings
• Pricing fit our budget
• Great culture fit
• Referred to me
• Company values aligned

What was the size of Operatix’s team?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

• Identifying key stakeholders, decision-makers, and influencers within our target customer base
• Initial pre-meeting qualification of their area of interest
• Setting appointments with qualified prospects
• Issue of weekly reports on progress and feedback on market
• Collaboration on overcoming objections

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

• Qualified meetings per month Follow-on qualified sales revenue

Describe their project management. Did they deliver items on time? How did they respond to your needs?

They assigned a project manager who was responsible for sourcing their data, collating feedback/reports, handling any needs. Initially assigned 2x part-time SDRs, but then moved to 1x full-time SDR after 6 months as we collectively believed this would create a better outcome. This proved to be the case. Operatix were very responsive to our needs and gave good insights on optimal ways forward.

What was your primary form of communication with Operatix?

• Virtual Meeting
• Email
• Messaging App

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

They were able to take a brief and then operate on their own, using their best practices, reducing the burden on us. They were also quick to come back to us with any challenges/market feedback to allow us to tailor our message to drive continuous improvements. They truly became an extension of our team.

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

In the early days we should have reviewed our market messages more frequently to accelerate identification of the most relevant personas in the region. However, this is easy to say with hindsight.

BACKGROUND

Please describe your company and your position there.

I am responsible for the Ambassador program for Spain and Portugal. My company is Airbnb, which is a platform for guest and hosts to travel.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix?

Operatix helped with the onboarding of hosts to become ambassadors, a key factor in the launch of a company wide project. It was a team of 10 agents which did calls across different countries. They also jumped onto 3 other projects when recruitment finished.

SOLUTION

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

We selected this vendor as we had a previous relationship with them in another team in the company. They had always had strong performance.

Describe the project in detail and walk through the stages of the project.

They first helped the team recruit new hosts as ambassadors. This was a key factor in one of the biggest launches in the company. The agents then started calls to get these ambassador to submit an introduction video, this was not an easy pitch. Finally on the ambassador team, they started calling for ambassadors to complete a Learning Series. Currently they have started helping until the end of December local teams with initiatives they needed help with in ES, US, BR, MX, GB, FR and IT.

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

10 sales agents 4 managers

RESULTS & FEEDBACK

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

Achieved 106% of their goal with 32% of all new ambassadors were converted by agents in the first project. Second project: Generated 358 videos, at a 70% CVR 34% of the videos submitted at a global level by agents 90% to goal ongoing third project: 50% of total LSeries completion was driven by agents 70% to goal (BR and Latam achieved goal) The local projects are still ongoing

How effective was the workflow between your team and theirs?

It was seamless, the manager always helped with any meeting scheduling, goal setting. All the agents joined the calls and email, and were extremely responsive with everything I communicated.

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

What I found very unique is that the project was not seamless at all, it was a complete iterative process, and the whole team adapted to every change or issue we encountered with full energy and motivation.

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

Having local langauges spoken by all the agents.

BACKGROUND

Introduce your business and what you do there.

I’m the head of marketing and alliances at an ID security company. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Operatix?

We had a very poor process of following up with incoming leads and doing the qualification for them to turn them into true sales opportunities. We needed Operatix to provide sales outsourcing services.

SOLUTION

What was the scope of their involvement?

Operatix provided a sales development rep who follows up with our leads and does the necessary qualifications so we have fully qualified leads given to our sales team. We started with a week of remote onboarding which included testing of scripts and email campaigns, working on messaging, and ways to best represent what we do to get interest from the customer.  They have all of the back office lead generation tools to supplement what we’re able to offer the leads. 

What is the team composition? 

We currently work with one sales development rep but are looking to expand based on the success in the first 1 ½ months. We're also in contact with his manager and a customer success person. 

How did you come to work with Operatix?

We found Operatix online and it turns out they’ve worked with other companies in this space whom we were able to get references from. 

What is the status of this engagement?

We started working together in September 2022, and the collaboration is ongoing.

RESULTS & FEEDBACK

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

Operatix has provided us with a strong, motivated person to do one of the hardest jobs in sales. It was a very easy and iterative process to onboard the sales development rep. They’ve exceeded our expectations in the number of meetings they’ve been able to procure for us. We were expecting eight qualified meetings per month and we’re getting about six per week. 

How did Operatix perform from a project management standpoint?

We expected onboarding with Operatix to take two weeks and it only took one week. We communicate using Microsoft Teams. We manage the project through spreadsheets and Office 365. 

What did you find most impressive about them?

We’re impressed by the quality of resources. Everyone I’ve interacted with is top-notch. Operatix is very focused on lead generation and the ability to convert leads into qualified opportunities. 

Are there any areas they could improve?

No, we’re so happy with them. 

Do you have any advice for potential customers?

Go in knowing who your ideal customer profile is. Make sure it’s communicated clearly along with your value proposition. 

BACKGROUND

Please describe your company and your position there.

Vendr is a SaaS management software and services product. I'm Director of Business Development and oversee our BDR team and managers.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix?

Most of our internal representatives for lead/demand gen are based in the USA. As we look to expand in the EMEA market, we were looking for some external support to call on these orgs and set meetings for our sales team. Operatix provides us with a team to execute on this goal - managed by Will and his team of Sales Development Reps, Lucy and Elizabeth.

SOLUTION

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

Operatix came on our radar by way of a referral from our head of Marketing, but I have worked with a number of outsourced teams for similar services in the past. In addition to a geographical presence in the UK, flexibility, strong communication and feedback and ease of doing business were all deciding factors.

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

This team is responsible for identifying key buyer personas at companies that fit our ideal company profile, calling on those personas, and securing meetings for our EMEA Account Executive teams.

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

• William​ (Operations Manager EMEA)
• Lucy (SDR) and  Elizabeth (SDR) are our main support resources for the project, ongoing.
• Miles (Business Development Director)
• Ben (Operations Director) also work with us during the sales process and ongoing.

RESULTS & FEEDBACK

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

Lucy and Elizabeth have both successfully secured several meetings that resulted in pipeline opportunities for our EMEA AE team. Because they've been solid communicators throughout our work so far, we've been able to refine our process and make additional progress.

How effective was the workflow between your team and theirs?

As we continue to learn about our own processes Operatix team have helped us not only see success with their work externally, but start to identify areas of improvement and progress internally.

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

There is flexibility in how we decide to leverage their support and services - the terms of our agreement can evolve based on our business needs. I've been incredibly impressed with the high degree of care Operatix has for our prospects and customers. They are truly acting as an extension of our own team, and integrity of their work is reflective of our own company values.

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

We are always finding ways to improve these processes. Most of the challenges we identify are with our own internal processes and how we provide Operatix team with resources to be successful.

BACKGROUND

Please describe your company and your position there.

I'm an account executive at a technology platform that enables customers to secure their SaaS environment. It's my job to manage customers and close new business in the Midwest territory.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix?

We hired Operatix to help generate new sales leads via prospecting over the phone and through email.

SOLUTION

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

I didn't personally select Operatix as our vendor, but have strongly recommended that we continue working with Operatix.

Describe the project in detail and walk through the stages of the project.

I work with Dana and we will first determine a list of potential clients to target for prospecting. From there, Dana will compile a list of target accounts, and through a combination of phone calls and emails, set net new meetings to determine if our company is a good fit.

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

One - Dana. Her position is a Sales Development Representative.

RESULTS & FEEDBACK

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

Yes - Dana has set up over 5 high quality meetings that are in late stages of the sales process. One of those (Farm Credit) is closing this week for an annual contract value of $84,000 to the business, which would not have happened without Dana bringing them into the door. The other 4 are likely to close within the next year.

How effective was the workflow between your team and theirs?

Extremely effective.

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

Dana is incredibly diligent - she has no issue moving through a list with a high rate of success when comparing to industry standards. From experience, I know that cold calling is a difficult task, but Dana executes with a positive attitude and a desire to learn more about our product and process.

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

None come to mind .

BACKGROUND

Please describe your company and your position there.

I am a Director of Business Development for a Cybersecurity firm. We provide services to organizations across all industries assisting with cyber risk management.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix?

Our company was/is growing quickly across the globe and we partnered with Operatix to utilize their expertise in connecting with a market that we are unfamiliar with. The main focus of our partnership is focused on Lead Generation & Outsourced Sales.

SOLUTION

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

We have worked with organizations that provide similar services in the past, however it was Operatix familiarity with our specific industry, ability to adapt to market updates & trends, as well as leveraging their own internal expertise related to lead generation that were deciding factors.

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

Operatix is responsible for business development which includes prospecting into target accounts across many different industries in order generate qualified meetings with decision makers for our Sales Team. They provide the full package in terms of generating meetings, coordinating and sending those invitations, and ensuring those meetings take place. The team also provides feedback around process improvements and ways to continue adding value to our relationship.

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

Our main points of contact are an Operations Manager, Business Development Leader, as well as a Customer Success Manager.

RESULTS & FEEDBACK

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

Operatix efforts in lead generation directly resulted in new meetings within targeted accounts, pipeline growth, and and an expansion of our brand throughout the market.

How effective was the workflow between your team and theirs?

We have weekly meetings to discuss new opportunities, trends, feedback, as well as have open lines of communication throughout the week for more urgent matters which are always responded to in a timely manner.

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

Their ability to adapt to new market trends, leverage our organization's market expertise while building off of their background experience, and resilient work ethic are not something you find with every organization. Operatix brings a lot to the table.

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

Turnover during the early stages of our project put a slight delay on getting up to speed, however the situation was immediately addressed and remediated which kept down time to a minimum.

BACKGROUND

Introduce your business and what you do there.

I’m the VP of marketing for a load-testing and synthetic monitoring solution for applications.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Operatix?

We needed some help with internal sales and getting more qualified leads for our sales team to convert. Therefore, we hired Operatix as our outbound sales provider.

SOLUTION

What was the scope of their involvement?

Operatix provides outbound sales services for us. Initially, we had a number of phone conversations with them and gave them our user personas and target customers, including types and sizes of companies, demographics, and titles. We also provided documentation on our story and messaging and did some online training with their sales team. Currently, we do training for them every time someone from their team leaves or is let go. 

They pulled the information we gave them and came back with a proposal of what they could do for us. The team has designed an email workflow based on the details we gave them. Operatix conducts sales calls, finds leads, and schedules sales meetings for us. When we started working with them, they searched for leads in Europe, and now they’re also helping us in the US. 

What is the team composition?

We work with four Operatix teammates in the UK and 2–3 people in the US. 

How did you come to work with Operatix?

My predecessor hired Operatix after marketing peers recommended them. 

How much have you invested with them?

We’ve spent more than $100,000. Currently, our budget is about $15,000.

What is the status of this engagement?

We started working together in February 2021, and our partnership is ongoing. 

RESULTS & FEEDBACK

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

Operatix's main impact is in the number of marketing-qualified leads (MQLs) they bring to our organization. We focus our KPIs on how many sales meetings they schedule for us. 

How did Operatix perform from a project management standpoint?

I'm the project manager on the account. We meet weekly with Operatix's team and my sales team to discuss every sales meeting scheduled that week. They're very responsive whenever I reach out.

What did you find most impressive about them?

There are two things we like the most about working with Operatix; firstly, they have a really strong and capable team that can get work done. Secondly, they're very responsive; we've had to change gears in one of our campaigns, and they've turned the corner super fast, picked it up, and started running. They're willing to adapt and change with us. 

Are there any areas they could improve?

They could get all their team members on the same script more quickly. We've seen some hiccups with the people coming into our qualified leads because it's taking Operatix a bit longer to make new teammates understand the message and drive the story. 

Do you have any advice for potential customers?

My advice is to communicate often. You'll be successful if you connect with your account manager and build a good relationship.

BACKGROUND

Please describe your company and your position there.

Plixer is a software company with offerings in NetOps and SecOps. providing value to each other that is accessible from a single location

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix?

We hired Operatix for a pipeline generation program in EMEA and DACH,

SOLUTION

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

In searching for the right vendor Plixer looked at overall presents in the area we were looking to build upon as well as fit to our current company philosophy.

Describe the project in detail and walk through the stages of the project.

The goal of the project with Operatix was to build brand awareness and a pipeline in both EMEA and DACH. We worked to build the right profile of the company we wanted to go after and also the people looking to reach out to. With this aspect built the next was to train (always on going) the team and get them up to speed on our solutions and company profile we wanted to present. Once this was completed the out reach began. We built an internal team to work with Operatix to manage the interest they would be building and to take the prospect to a deeper level with a goal of teams working together to solve Net and Sec use cases. From here we have a weekly status meeting from the weeks calls and meetings along with goal reviews.

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

We have a team lead along with a XDR in EMEA. We had a USA team kick off but moved away from that in July.

RESULTS & FEEDBACK

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

We have seen great advancement in the team on presenting the Plixer offerings. They average 14 placed meetings per month and we have made some big break throughs in large companies (over $1 Bill in Rev). Also penetrating in to markets that are a goal.

How effective was the workflow between your team and theirs?

We have a 3 person team at Plixer along with the Operatix team. There is daily interaction with feedback on progress of propects brought to the table

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

Specifically in EMEA and DACH the team ramp up time in incredible. They've built a great pitch that they use to bring prospects to the table and bring the right people forward. This team has been exceptional in the progress and success that has been had.

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

As always there is room for growth but the team is doing great at this point