What evidence can you share that demonstrates the impact of the engagement?
We would’ve like to see hard ROI, meaning engagement that led to sales meetings and actual dollar amounts, but we realized we had to do more work on our end. CIENCE Technologies did, however, provide market research to inform our own strategies and how to create better engagement. The results were more of a soft ROI.
We still have a variety of market qualified leads currently sitting in our nurturing system that we anticipate will eventually turn into actual opportunities. We also have some sales qualified leads in our pipeline and a lot of prospects that CIENCE Technologies helped us gather.
How did CIENCE Technologies perform from a project management standpoint?
We interfaced on a weekly basis to discuss progress, updates, and feedback. They sent a report out at the end of every week to review where we were at with lead generation.
They worked incredibly well with our team, and the project leads were extremely professional. They had open and honest communication and felt like an extension of our team—not just a vendor.
What did you find most impressive about them?
They take a highly scientific approach to building pipelines that align with known methodologies. They’re able to build pipelines from a scalable and predictable revenue standpoint.
Are there any areas they could improve?
We appreciated the SDRs assertiveness and aggressiveness, but they sometimes didn’t interact well with the prospects. They would benefit from training the SDRs to understand the nuances of the replies they get and how to customize responses instead of just firing off a standardized reply.
They could also improve the way they present leads. Sometimes, it was difficult to sift through all of the sheets and understand what everything meant. They need to evolve the lead generation and lead enrichment presentations to make more sense.
Do you have any advice for future clients of theirs?
Figure out your marketing strategy and tactics before partnering with them. You need to know how you’re going to support your total sales effort with content, validation, proof, case studies, etc. It’ll help you more effectively bring people into your funnel.