ScaleLabTech

BACKGROUND

Please describe your company and your position there.

I was a CEO of JAMM School project at that time when we worked with Sales Tech. Our company work in distance education area for kids and teens from 5 till 11 grade.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire SalesTech?

We were looking to grow our new business project for nationally level. Since we started as a small team with great idea for helping hundreds parents and their kids, we wanted to hire Sales Tech team to create strategy and run advertising and marketing campaign for attracted our potential customers.

SOLUTION

How did you select this vendor?

We always work with referral partners. In this case, was the same, we began to look for a reliable company through our contacts that could solve our business problem. We received a recommendation from several partners and it was Sales Tech. We met with them and started work.

Describe the scope of their work in detail.

We started work after 2-3 meetings and when they created marketing strategy for us. They helped launch a new educational project, developed a marketing and sales strategy together with us, relaunched system operational management and helped mentor for six months for our executive team.

What was the team composition?

We worked with Valeria more in strategic area and with Tatyana more with operations in marketing and sales.

RESULTS & FEEDBACK

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

We started a completely new project and together with Sales Tech were able to grow from 0 clients to 130 in the first two months of work, also in the next 3-4 months we were able to retain existing clients and grow by another 30-40 clients during that period.

How effective was the workflow between your team and theirs?

We did weekly syncs and set monthly goals, and set weekly performance metrics in sales, marketing, and operations management.

What did you find most impressive about this company?

Sales Tech was a team of professionals who delved deeply into our business, They had a high level of expertise in marketing, sales, and operational management. They always knew how to approach emerging challenges and deliver innovative solutions.

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

Development of a more automated operational accounting system.

BACKGROUND

Introduce your business and what you do there.

I’m the chief business development officer of a software development company based in Ukraine called S-PRO. We have around 200 members, and I’m responsible for the sales and marketing streams.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesTech?

We needed help auditing the sales department and figuring out which sales and accounting roles we had to create. This also included an updated process and research on the possibilities around sales.

SOLUTION

What was the scope of their involvement?

We hired SalesTech for the task. First, we signed an agreement for an audit, and this included an interview with each key member followed by a two-day strategy session during which we discussed everything. After this, they provided a document with the results of our audit, the new roles, and responsibilities.

They had access to our CRM and all information connected to our customer flow and process. They also had access to our manuals that detail how we work with clients after signing an agreement. In the end, they provided several recommendations based on best practices.

Initially, we only had one person acting as the sales manager responsible for all customer communication. Our team has grown, and we’ve had to scale it up, but we wanted to split the sales team into two roles. The first role is a sales manager that’s responsible for communication with customers before signing an agreement. The second role is an account manager who is in charge of supporting current customers. SalesTech helped us figure out how to do this and established the processes for each of the roles.

What is the team composition?

There were two people from their team assigned to us. One was responsible for operations, which involved all the investigations connected to our current processes and providing the audit results document. The second person was the CEO, who mediated the strategy sessions we had at the beginning of the project.

How did you come to work with SalesTech?

Our CFO recommended SalesTech. She had great references for their work, so we decided to set up a short meeting to get acquainted. When we did the interview, we realized that they were capable of handling our project.

How much have you invested with them?

We spent less than $5,000.

What is the status of this engagement?

The engagement lasted from April–May 2021.

RESULTS & FEEDBACK

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

Before the audit, we didn’t have an education format for our sales team. We included this in our day-to-day activities as one of their suggestions. After the audit, we started this quarter with our sales team divided into the parts we wanted to have. 

Thanks to SalesTech, I was able to set up plans for each role. Sales managers are focused on attracting new customers, and our account managers are in charge of supporting and growing existing accounts.

How did SalesTech perform from a project management standpoint?

They did a very good job at project management, especially regarding the strategy session because it was quite complex to spend eight hours in discussions with 12 people. Their CEO acted as the mediator and did a good job.

They also provided deadlines for each step. After each deliverable, they got in touch with me to get my thoughts regarding the work. We communicated through Google Hangouts and worked through Google Sheets.

What did you find most impressive about them?

I’ve worked with three providers while here at this company, all in different fields, but they’re all connected to the work done by our sales team. SalesTech stood out with an approach that improved our process and ensured that the entire team was aligned which was impressive and beneficial.

Everyone here understands why we had these changes in our processes. SalesTech was also great at communicating and giving feedback, which was very important to me because I wasn’t able to spend too much time on this project. From a time optimization standpoint, they did a good job.

Are there any areas they could improve?

They should be more specific in outlining the outcomes of each stage they’re working on. I didn’t understand the outcomes properly before receiving them.

Do you have any advice for potential customers?

I advise others to work with SalesTech and have a proper understanding of what you need to achieve. They will help you reach your goals in an optimized way.

BACKGROUND

Introduce your business and what you do there.

I’m the COO of EscapeLAB, a children’s education platform in Ukraine.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesTech?

We needed a complete transformation of our company and business model from offline to online.

SOLUTION

What was the scope of their involvement?

SalesTech started by doing a review of our sales process. Then, they spearheaded implementing a CRM system and a task manager program. We also created the whole roadmap and set timelines together. 

Furthermore, we built some processes for the CRM and all of our organizational strategy for our products, teachers, students, time management, soft skills, and more. We mainly use that for our product strategy campaign. 

The team also helps us build our marketing and product strategy. That includes assisting us with Instagram and Facebook. They target audiences, do the posting, and do all the content. They also help with recruiting and hiring sales managers, marketing leads, and some mentors and teachers.

What is the team composition?

We collaborate with four people including Tatyana (Operating Partner) who is our sales lead. We also work with a digital marketing manager, a target manager, and the CEO.

How did you come to work with SalesTech?

I was the CEO of a women’s club for women leaders in IT and digital. Meanwhile, SalesTech's CEO was a mentor for sales, and we worked on that project together. We decided to work with them because they were a very professional team, and we knew that they'd check all that we would do.

How much have you invested with them?

We’ve spent $15,000.

What is the status of this engagement?

Our ongoing work began in January 2021.

RESULTS & FEEDBACK

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

Prior to our engagement with SalesTech, we had a bad sales department leading to very low sales. Moreover, all our sales used to be offline and with the team’s work, we’re now online. Our shift towards digital has been a big victory.

Our cost per lead (CPL) has been reduced by 16% and our sales value has increased by 15% from March–April. Most importantly, we now receive more inquiries.

How did SalesTech perform from a project management standpoint?

We use Bitrix for our sales department, and for the overall team, we use Slack and a CRM system. There was only one time when we missed our deadline.

What did you find most impressive about them?

Their price is great, and they’re skilled and amiable. Furthermore, we have easygoing communication with the team.

Are there any areas they could improve?

They can increase the number of people in their company because we need some specialists and we’d like them to come from SalesTech.

Do you have any advice for potential customers?

Have clear communication and clear KPIs.

BACKGROUND

Introduce your business and what you do there.

I’m the founder of CamTouch, a portable interactive device company. Our product turns any projector or TV screen into an interactive device where users can make presentations, training, or lessons even at home. If a user has a pocket projector, they can make it interactive and let their kids draw on the wall or play interactive games.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with SalesTech?

When we started working with SalesTech, our challenge was to enter the global markets. At that stage, our main sales channel was only in Ukraine. We also wanted to build our sales department, which we didn’t have in the beginning. 

SOLUTION

What was the scope of their involvement?

To kick off the engagement, we provided everything that could help SalesTech better understand what was going on in our company. We gave them our email templates, our comments on clients that we had no progress working with, our financial documents, and our branding and marketing plans. They also did research on their side, but we provided most of the internal information they needed. Apart from that, they had individual sessions with everybody from our team where they asked us about our situation and figured out what each of us thought about the business.

After that, SalesTech provided us with a strategy and roadmap for how we were going to work in the next 3–4 months. Then, they trained our sales team and helped us hire people. Their team helped us organize strategic sessions on how we could reach international markets and determine what markets we wanted to go in first. 

Moreover, they helped us optimize our company processes. We were taught how to integrate basic organizational structures and describe the roles of our existing team members as well as the roles of future members. We learned how to describe what these team members should do and what things they would be responsible for. Further, SalesTech conducted mentoring sessions and other similar consultative meetings for us.

What is the team composition?

We worked with three people, including Tatyana (Partner), who was our main point of contact. I also had a meeting with Valerie (Founder & Value Acceleration Partner) and one other person. Additional people worked part-time on the project.

How did you come to work with SalesTech?

It was our first big experience working with an external consultant team, and I received a recommendation from my friend who worked with SalesTech before. After a few meetings with them and after they forwarded a commercial proposal with a list of tasks to be done, we realized it was a good idea to work with their team.

How much have you invested with them?

We spent around $15,000. 

What is the status of this engagement?

The engagement lasted from March–June 2020. 

RESULTS & FEEDBACK

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

I didn’t collect any metrics, but we optimized our internal processes. SalesTech helped us do that for our sales team, and we continued to hire people based on their recommendations. We also found new partners in other countries, which was our main goal. Overall, they didn’t only provide recommendations; they also implemented these things.

SalesTech helped us find solutions by understanding our situation and the resources we had. For example, they didn’t recommend us to hire a super experienced marketing manager with a $20,000 salary a month when they knew we didn’t have such funds.  

How did SalesTech perform from a project management standpoint?

They performed very well. Everything was done on time, and we had a roadmap where we could track our progress. We used LinkedIn and Facebook chats to communicate; we also made calls and attended meetings. We didn’t use any special tools, but SalesTech helped us integrate the Bitrix24 CRM system in our sales department. 

What did you find most impressive about them?

All of their team members had real-world experiences. One of them had a great experience in building sales departments and working in large companies as a sales manager. Another person from their team had experience in business development and in sales processes between teams. 

Overall, they not only understood how things worked in theory; they also understood how they worked in reality. They had their own big projects and startups, implementing their own new ideas. 

Are there any areas they could improve?

No, there aren’t any. 

Do you have any advice for potential customers?

Start working with them as soon as possible because they have a lot of clients nowadays, and they're busy.