memoryBlue

BACKGROUND

Please describe your company and your position there.

Marketing Director, responsible for brand, go-to-market strategy, lead generation and product marketing.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix, and what were your goals??

We hired Operatix to be our business development function. Specifically, we tasked them with booking new business meetings with our top 200 customers.

SOLUTION

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

EVP Sales had previously worked with Operatix in another company and recommended them based on the successful prior engagement. We liked the 'risk/reward' model as this gave us confidence that Operatix were incentivised to deliver the booked meetings.

Describe the project in detail and walk through their service package, including any calling tools used.

After a comprehensive onboarding including product emersion, Operatix assigned 2 FTEs for the first 2 months.

Who did you work with and what was the feedback process like?

We work directly with the Operations Manager, assigned lead generation specialists and more recently the CS Manager as well.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

In the first month, Operatix booked 28 meetings against a target of 12. A similar pattern continued into month 2 and 3 with the team exceeding the lead target.

Describe their project management style, including communication tools and timeliness.

Weekly meetings, plus a joint Slack channel. Generally, Operatix are very responsive on Slack. However, project management isn't Operatix's strongest skill. They excel at getting meetings for us, but their methods, ways of working and how they are prioritising their workloads remains opaque!

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

Ultimately, they excel at the job we've hired them for which is booking new business meetings. Anusan, our dedicated FTE achieves more booked meetings per month that we managed ourselves using 3 FTEs.

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

Anusan gets results. We are really impressed with him. However, his methods appear to be 'home grown' based on his own ideas. I don't get a sense that there is internal 'best practice' being shared with him about what techniques and channels which are working at the moment. ie. What's the role of content? What subject lines are more responsive than others? When is the best point in a cadence to use video or send a LinkedIn request etc? He is clearly doing his best and is very good at his job, but I do wonder if we could get even better results with more rigour and a 'test and learn' approach to his outreach initiatives. This kind of support and guidance would ideally come from the team around him, allowing Anusan to focus on what he does best.

 When requests are made in the weekly meeting, usually regarding improved visibility on the plan for the week or better reporting on specific campaigns, often, these requests don't get actioned or followed up fully. Part of this responsibility lies with QStory RevOps to work with the team on reporting. In summary, my 3 objectives for Operatix are:

• Meet or exceed the monthly new business meeting target with the largest prospects and most senior contacts
• Understand HOW we're missing, meeting or exceeding the target - number or touches, channels, which messages are resonating etc.
• How to continue to optimise outreach activities and ways of working based on these insights.

At the moment, Operatix are high performers in priority number 1. I would love them to now focus on objectives number 2 and 3.

BACKGROUND

Please describe your company and your position there.

I'm the Global Sales Development Manager

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix?

Sales Development - Generate interest in the market, cold call leads and provide vetted, sales qualified leads to the EMEA sales team

SOLUTION

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

We had done a successful pilot project with Operatix in 2019 so we have continued with their services from Jan 2020 - present

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

Flexible contract and statement of work to accommodate our needs. We partner to set realistic goals together, work through logistics, train the sales development team on our solutions, and then Operatix provides the introductory cold calling and emailing campaign. They provide sales qualified leads to our sales team to continue working through the sales funnel.

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

We work with several members of the team - from the CEO and contract team, to the Project POC, the agents, and their managers

RESULTS & FEEDBACK

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

The team is skilled and understands the technology , so they are able to understand the training we provided quickly, and convert that into meaningful call scripts to get results in a short amount of time. They are organized and professional so it makes working with them easy, efficient, with good results.

How effective was the workflow between your team and theirs?

We have initial meetings to talk about the SOW, then another kick off meeting to set the goals and expectations of the campaign. We then have a 2 trainings - one on the solution - one of the systems and admin side. We then have weekly feedback loops to keep conversations open between the agents and our sales and marketing teams. We use the feedback and questions to modify the campaign as needed for the best ROI.

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

Their flexibility to adapt to our changing needs and their ability to hire very good agents were amazing.

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

So far Operatix has worked well for our team.

BACKGROUND

Please describe your company and position.

I am the Marketing Specialist of a software development firm.

Describe what your company does in a single sentence.

We are an editor of Monitoring IT solutions.

OPPORTUNITY / CHALLENGE

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

• Hunting motions of net new prospects
• Booking sales meetings

SOLUTION

How did you find Operatix?

Referral

Why did you select Operatix over others?

• Pricing fits our budget
• Referred to me

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.

• Identifying a list of accounts to call presenting our company and solutions 
• Booking meetings 
• Attending meetings 
• Providing reporting

RESULTS & FEEDBACK

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

# of meetings booked and # of opportunities created

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

They are very reactive and flexible in providing results and reporting that match our needs and deadlines.

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?

The flexibility provided to match our values, understand our solutions, and provide relevant services.

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

N/A

BACKGROUND

Please describe your company and position.

I am the Sales Development Team Lead of a software company

Describe what your company does in a single sentence.

Biometric Verification

OPPORTUNITY / CHALLENGE

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

• Growing Pipeline
• SALs
• Revenue

SOLUTION

How did you find Operatix?

Referral

Why did you select Operatix over others?

• Pricing fit our budget
• Good value for cost
• 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.

SLA campaign in the DACH region, providing one FTE resource and delivering meetings within defined accounts /ICPs

RESULTS & FEEDBACK

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

Meetings Booked (SALs) / Month

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

Programme was slightly delayed, due to finding the right individuals. This was however clearly communicated, and agreed with us that finding the right individuals was more important than the timing. Aside from that, project management has been smooth, flexible and without issue.

What was your primary form of communication with Operatix?

Virtual Meeting

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

• They've aligned their strategy with our own. 
• Managerial structure. 
• Review process.

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

No

BACKGROUND

Please describe your company and position.

I am the Marketing Director of (a/an) Information technology

Describe what your company does in a single sentence.

We are a XDR company, with a mission to end attacks at the endpoint, in the cloud and across the entire enterprise ecosystem.

OPPORTUNITY / CHALLENGE

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

• Set up quality meetings for our sales reps

SOLUTION

How did you find Operatix?

Referral

Why did you select Operatix over others?

High ratings, Good value for cost, Referred to me

What was your primary form of communication with Operatix?

Virtual Meeting, Email or Messaging App

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

We gave Operatix a detailed brief on the company profile we identified (based on nr employees, job titles, needs, timelines, decision maker/influencer, current solutions in place) to book quality meetings forour sales reps.

RESULTS & FEEDBACK

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

• Number of meetings booked
• Numbers of meetings happened
• Meeting pipeline

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

Extremely easy to work with. At all times Operatix kept me updated on the progress of the project. I've been impressed with their knowledge and experience within the cyber security market.

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

Their knowledge about the cyber security market is impressive. Very impressive BDR resource: passionate people who like their job! Extremely knowledgeable and attentive project manager.

Are there any areas for improvement or something {provider_name} could have done differently?

Not really, offer me a lower price for the next project :-)

BACKGROUND

Please describe your company and position.

I am the Enterprise Account Manager of an information technology company

Describe what your company does in a single sentence.

XDR company, partnering with Defenders to end attacks at the endpoint, in the cloud and across the entire enterprise ecosystem.

OPPORTUNITY / CHALLENGE

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

• Grow Sales Pipeline
• Brand Awareness

SOLUTION

How did you find Operatix?

Referral

Why did you select Operatix over others?

• High ratings
• Pricing fit our budget
• Great culture fit

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 assisting us in identifying qualified leads within enterprise accounts and scheduling discovery calls, all with the ultimate goal of accelerating pipeline generation

RESULTS & FEEDBACK

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

Number of qualified meetings book Pipeline generation

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

highly professional from the initial call to the periodic reviews. On time, on budget with the expected quality.

What was your primary form of communication with Operatix?

Virtual Meeting

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

Their reactivity and agility were impressive.

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

None

BACKGROUND

Please describe your company and your position there.

I work for the Demand Gen team. We're responsible for bringing good quality leads for the Commercial teams.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix, and what were your goals??

We needed help targeting and arranging meetings with decision makers from our named accounts.

SOLUTION

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

I wasn't part of the process

Describe the project in detail and walk through their service package, including any calling tools used.

Operatix provides SDR (Sales Development Representative) services for our Sales teams. After researching our named Accounts - the organizations we’re trying to win - they identify the right personas. They call and email them, with the goal of scheduling a meeting with one of our sales reps to nurture and close the deal.

Who did you work with and what was the feedback process like?

We have an AM who oversees a team of two. Fiona was our top performing SDR and got us many leads! We’d have bi-weekly meetings to check on the project progress.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

Many 1/1 with decision makers from our list of target accounts. Operatix also helped us calling and registering people for our own events.

Describe their project management style, including communication tools and timeliness.

Their communication is seamless, quick, and efficient.

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

Their people, a pleasure to work with them!

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

We had a few too many changes in their team, and that slowed down the lead delivery

BACKGROUND

Please describe your company and your position there.

I'm the head of marketing for a software company that offers an Internet of Things platform.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix?

We hired Operatix to help us with business development activities. With their current network and specialized resources, they are able to reach a broad number of people and generate leads for our business.

SOLUTION

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

We considered several agencies. The quality of the services, price and personal contact made us choose Operatix.

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

Operatix performs cold calls and cold emails in different target locations and for different personas. They then establish a relationship with the lead and generate the first meeting for us.

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

2: one business development manager and one the operations manager

RESULTS & FEEDBACK

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

After the onboarding period, Operatix helped us book around 12 meetings per month with new leads.

How effective was the workflow between your team and theirs?

We have a call once per week to discuss the progress and we did setup a direct channel to discuss everything in between. This works well for us.

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

They got good processes, positive energy, and professional reporting.

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

Nothing to mention.

BACKGROUND

Please describe your company and your position there.

Communications services provider in the cloud

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Operatix, and what were your goals??

Sales Development Representative outsourcing. Generate pipeline.

SOLUTION

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

public consultation

Describe the project in detail and walk through their service package, including any calling tools used.

We provided a database to Operatix of French companies (mid market and enterprise segment) to use for making appointments with targeted contacts. 8x8 sales team help Operatix SDR enablement to be efficient. We had weekly reviews to check on progress, success, chalenges and adapt the sales approach.

Who did you work with and what was the feedback process like?

We worked with Nicolas. The feedback was given on a weekly basis over video. Nicolas commented the reports and explained the numbers, voiced questions etc. This weekly check in gathered both sales teams 8x8 & Operatix

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

At the start of the contract in Oct 2021 the goal was to get 24 attended appointments per month We realised that this goal was not realistic, given the potential of the market and 8x8 brand awareness, and we managed to reach 12 appointments a month

Describe their project management style, including communication tools and timeliness.

Rythm, organised, no bad surprise, sense of anticipation

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

I liked their ability to feed the database with relevant contacts to our industry.

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

Build up knowledge with more SDR stability