What evidence can you share that demonstrates the impact of the engagement?
We had a 10% response rate. We contacted about 2,000 leads and ended up with a solid 20 prospects over the period of two months.
How did CIENCE Technologies perform from a project management standpoint?
They did excellently. If we needed something, we were able to collaborate with the team on it. The research analyst would send us weekly emails with the lead information. If there was anything we needed to collaborate on or a lead on the list that wasn’t a good match, we’d talk that through with our SDR. She was fantastic, and persistent in following up with the leads.
Our account manager was someone that we met with weekly and he also made sure that the project was on track. If there was anything additional we needed, he would be the liaison between our company and CIENCE technologies. He was always helpful, responsive, and would do anything he could to help us. From a customer service standpoint, I’d give them an excellent rating. We communicated via email, while they used Zoom.
What did you find most impressive about them?
They identify people that are really good at what they do and their team is talented. They make themselves available. They’re based offshore, but they worked on our schedule.
Are there any areas they could improve?
The one area they struggled initially with was content writing. When we signed up with them, we gave them our ideas of who we are as a company, which they used to position content writing for the campaign. However, their writer was really struggling with it at first. We gave their content writer our information and when we got it back, it wasn’t even the same concept that we were talking about. There seemed to be something lost in translation between our ideas and how they were pulling them together to create the content of the campaign.
They’re also a bit expensive. If you don’t have an internal sales team, that expense could be justified, but we got to the point where we were building processes internally ourselves too. It didn’t make sense to continue to run parallel with our internal team and with them.
Do you have any advice for potential customers?
It’s worth the investment to try them. Be very clear about who your target audience and be sure that they can capture that market for you. Initially, when we tried we were trying to sell a different model we have and it was very hard for them to identify prospects for us because of how we sell our software to that industry. The second time we tried it, we decided to prospect staffing companies, and those types of companies were easier for the research analyst to identify.
Make sure that they can to identify your target audience in their research. If they can do that piece of it, then take the chance, make the investment, and see if it works for a couple of months.