Growthonics

BACKGROUND

Introduce your business and what you do there.

I’m the VP of R&D for ClearLight Biotechnologies, an early-stage biotechnology company that provides lab services for a niche group of imaging.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Growthonics?

We were trying to identify potential customer leads for our group, so we wanted a partner with the ability to source them, allowing us to filter them and capitalize on them. Basically, we needed someone to help us work more efficiently while expanding our marketing without having to dedicate much of our time to those efforts.

SOLUTION

What was the scope of their involvement?

Growthonics helps us with our outreach marketing efforts, identifying actual targets. While our internal marketing team handles our inbound marketing, giving us exposure and drawing clients, Growthonics identifies customers we weren’t aware of.

Initially, we met with them and described our business needs and the target we were after. We also provided them with information about our technology and the kinds of clients we had had success with in the past. Then, they came back with a document describing their recommendations about the best approach to our outreach efforts; in our case, we needed to be more persistent.

We’ve had more success with small companies in the past, so Growthonics continuously helps us identify small startup-stage potential clients. They also help us identify larger companies, but those are easier to find than the smaller ones. We’ve also done outreach marketing campaigns, but we currently only focus on lead generation.

What is the team composition?

We work directly with one main point of contact from Growthonics, whom we check in regularly with. Over our engagement, we’ve also identified some of their team members working behind the scenes, including a copywriter and two separate teams working on lead generation and information compilation.

How did you come to work with Growthonics?

Our president is involved in a couple of other companies. One of his partners at a different company had used Growthonics before and recommended them. We first sent them an introductory email, and their response was worth following up with. We then met again and talked thoroughly about our business and needs. From there, we decided that working with Growthonics was worth trying, so we engaged in a trial period.

How much have you invested with them?

We’ve spent around $25,000–$50,000.

What is the status of this engagement?

We officially started our first outreach marketing campaign in December 2020, but we had met with them previously, around August 2020. Our engagement is still ongoing.

RESULTS & FEEDBACK

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

There are a couple of metrics that Growthonics measures. For example, we look into our open email rate, clicks on links, and visits. During our email campaigns, we were averaging 10–20 people actively opening our emails every month, a campaign that also allowed us to identify that persistence was key. Additionally, our target leads, engagement, and clicks have increased as well.

In addition to positive metrics, Growthonics has helped us get valuable leads, and we’ve been able to convert some of them into repeat customers, generating some profit. For example, one of the customers they helped us find spent between $10,000–$20,000 on our lab services.

How did Growthonics perform from a project management standpoint?

Growthonics' project management has improved over time. We’ve had three different project managers working with us throughout the project, and the first person we worked with wasn’t bad, but we had some concerns about their performance. Eventually, this person got promoted, and the next project manager was more involved in our project, which was great.

This second project manager was great at listening to our needs and addressing some of our problems and concerns. We felt that we were being taken more seriously, which was awesome, but we ended up switching project managers once again.

The person we currently work with is also very attentive and on top of everything. We touch base regularly to ensure that things are on track. During active campaigns, we meet once a week via Zoom. We also communicate via email and share documents on Google Drive.

What did you find most impressive about them?

Growthonics is excellent at listening. We worked with other companies that were more resistant to our concerns, and when we brought them up, they pushed back, which felt less of a team effort. However, Growthonics is very willing to listen to our feedback and adjust accordingly. Their willingness to learn from us and our needs distinguishes them from other providers.

Are there any areas they could improve?

Growthonics has many different moving parts working behind the scenes. When everything is moving well on their side, their service is great across the board. However, if we identify an area of improvement, their turnaround time to correcting the issue has a lag.

It would be helpful if they were more receptive when starting projects with new people to ensure that they listen to their concerns from the get-go. We initially identified some issues that we brought to their attention, but they ensured that everything was fine. However, that was an earlier issue with a different person, and once they adjusted to our needs, we felt really good about their service.

In addition to that, it would be great if they clearly outlined the different metrics from the start so that we know what to look for.

Do you have any advice for potential customers?

Be clear on what you’re after and be true to it. A clear approach will help you slowly build a strategy and eventually try out new aspects.

BACKGROUND

Introduce your business and what you do there.

NCM Auctions is a commercial auctioneer for organizations that have surplus assets and equipment to dispose of. This could be due to them refurbishing, closing down, relocating, or just a build-up of assets in storage. We sell company assets and equipment to raise money and reduce their clearance costs.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Growthonics?

We wanted to build a list of qualified leads to contact prospects to see if they would like a presentation about our services.  

SOLUTION

What was the scope of their involvement?

Growthonics is providing us with lead generation services. We start by giving them our target sectors, such as colleges, universities, factories, warehouses, production facilities, and engineering companies. 

From there, Growthonics search our targets’ contact information and email addresses online. They’ll give us a list of names, companies, email addresses, and LinkedIn profiles. Our sales team will then contact the leads with a friendly introductory email.

What is the team composition?

Calvin (Account Manager) is our point of contact. 

How did you come to work with Growthonics?

A team member worked with them for a previous company. 

What is the status of this engagement?

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

RESULTS & FEEDBACK

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

Growthonics has successfully provided the leads we require — they hit our monthly target of 800–1,000 qualified leads. Their work has led to multiple client presentations, which has increased our brand awareness. 

How did Growthonics perform from a project management standpoint?

Growthonics is great at project management. We collaborate using Google Sheets and emails.

What did you find most impressive about them?

Growthonics is doing a good job; they deliver what they’ve promised. They’ve been a cost-effective and efficient way to generate qualified email leads.

Are there any areas they could improve?

Not for what we require, we’re very happy with their service. 

Do you have any advice for potential customers?

Hire Growthonics if you’re looking to gain qualified email marketing leads. They’re a cost-effective solution that works on short-term contracts. You can stop their service and reengage with them in the future dependent on what your pipeline looks like.

BACKGROUND

Introduce your business and what you do there.

I’m a client relationship director at The Growth Global Institute, which is an employee management consultancy that specializes in leadership and management development. We have an online training program that helps managers better deliver their culture, teams, and people agenda.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Growthonics?

We wanted to reach more businesses, but the challenge was that we’re a small grown business with a UK-based team of four and a global team of 15. We hired Growthonics to provide outreach and enable our business to grow quickly.

SOLUTION

What was the scope of their involvement?

We started by providing Growthonics with a brief of who we were looking to target in terms of location and business size. Their team did further research into those sectors and put together a database or a list of target companies. They then worked with us to develop a series of emails that ran through each of our five touchpoints, with a different template for each type of business. 

We commenced the campaign in March 2021.

What is the team composition?

We work with one account manager and a team of 3–4 people: two specialists research and compile data on our target audience, and two others send out emails on our behalf. 

What is the status of this engagement?

Our partnership began in January 2021. We started the email marketing campaign in March 2021, and it is still ongoing.

RESULTS & FEEDBACK

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

Our campaign has been running for nearly a year now and has brought in fantastic success. We’ve now worked with some major brands in the UK as a result of the communications that we’ve sent out. In the last year alone, we’ve converted six clients and generated around a good amount of revenue. With Growthonics making introductions on our behalf, our small team has been able to focus more on engaging and having strategic conversations with our clients.

How did Growthonics perform from a project management standpoint?

Their project management is fantastic. All of the processes that we go through are straightforward, and we’re able to freely discuss and tweak ideas for increasing our conversions. Growthonics has an internal dashboard where they keep track of emails sent out, leads generated, and leads converted. We typically communicate via email and we have weekly discussions.

What did you find most impressive about them?

What really distinguishes them from other providers is the level of care and attention that they put into the work. Sarah (Senior Client Success Manager), in particular, has established a really good relationship with us. She shares her experiences and tips on what will work best for our company. 

Are there any areas they could improve?

It’s not a major issue, but they could put a little bit more attention on the data that they collect and how they send it out. We’ve had a couple of clients say that the data they received is not all too relevant to them. Growthonics, however, has addressed this problem, and I appreciate that they were able to make the necessary changes quite quickly. 

Do you have any advice for potential customers?

If you’re a small business that cannot yet afford to employ your own sales team, I would definitely recommend that you work with Growthonics. They can help you enhance your brand, generate leads, and grow your business. 

BACKGROUND

Introduce your business and what you do there.

G4S offers all sorts of security, from man guarding security and event security to technology security. We serve practically every sector one could think of. I work with the commercial division and I help take our security proposition to market, generate new business opportunities, and retain existing customers.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Growthonics?

Our main challenge was lead generation and brand awareness. We have several direct outbound sales teams, and the prospecting activities that they do can be quite time-consuming. We needed to provide them with some support, and that is where Growthonics came in.

SOLUTION

What was the scope of their involvement?

I’m not aware of the brief in its entirety as the conversation with Growthonics happened prior to me joining the business. When I took over and started working with them, we looked at which sectors to prioritize, who was the newest in our enterprise sales team, and who needed the most support. We worked with Growthonics to profile organizations within our target sectors, formulate plans on how we could best target those, and create our messaging in line with that effort.

What is the team composition?

We worked with two people from their team: Millie (Senior Client Success Manager) and Ally (Client Success Executive). 

How did you come to work with Growthonics?

Growthonics was selected and onboarded by my predecessors. I believe they were looking for agencies that could support teleprospecting activities. 

How much have you invested with them?

We started with a couple of campaigns, each costing around £3,000 (approximately $4,000 USD) a month. As we saw better results come in, we ramped it up to about £6,000–£8,000 (approximately $8,000–$11,000 USD) per month.

What is the status of this engagement?

The engagement began around October 2020, and we are still working together.

RESULTS & FEEDBACK

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

The biggest benefit of working with Growthonics is that we now have the ability to reach a wide audience while having control over the message as a client. Growthonics does a great job of explaining our services, which is what makes our telesales efforts so successful. 

Their biggest strength is their cadence. They’re able to personally get through to people even though their system is automated.

We’re now in the process of generating sales opportunities from the leads that we’ve secured. We have a long sales cycle, but we are starting to see the financial pipeline build as a result of that this engagement. 

How did Growthonics perform from a project management standpoint?

They're really good. There are so many different pieces to the puzzle, and each campaign has so many different elements in terms of cadence, communication, monitoring, spreadsheet keeping, and data research. Though I can’t always keep up, I can trust Growthonics to be on top of it all the time. 

Their team proactively manages our account. We have weekly calls which we follow up with emails that provide clarification or approval. They're always approachable and quick to respond.

What did you find most impressive about them?

Growthonic’s ability to capture data in the moment is impressive. I know, from working with several different companies in the past, that identifying prospects and getting ahold of their details can be a nightmare.  Another strength of this team is in how quickly they can capture sectors and how thoroughly they can document on that during the planning process.

Are there any areas they could improve?

The customers’ engagement and awareness of our brand have dropped off in more recent months, which could be a reflection of the market. I do know that Growthonics has created some campaign changes to maintain or positively impact the number of leads generated.

The team could also improve their reporting by using a simpler dashboard. They cover so many different areas, and this could make it easier for us to manage campaigns based on what the client wants.

Do you have any advice for potential customers?

I encourage you to have a conversation with Growthonics. They’re an agency that’s proactive and generates results.

BACKGROUND

Please describe your company and your position there.

I'm the CTO of a management consulting firm who are bringing a software platform to market.

OPPORTUNITY / CHALLENGE

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

We were launching a new software platform to market aand wanted to raise awareness of the brand and develop pipeline for the solution within the UK and European Market.

SOLUTION

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

Following internal research into this space we selected Growthonics from a shortlist of 3 vendors based upon their supportiveness through the selection process, they were not pushy and we ready to support us when we need it - their sales and marketing process was the closet match to the one we wanted to use with our clients.

Describe the scope of work in detail, including the project steps, key deliverables, and marking tools used.

Growthonics provided a cost effective timely solution which took away the burden from our internal resources, researching personas to target with a digital marketing campaign, creating the content and managing the cadence through to appointment booking. Their reporting, project management and communications are always on point as is their ability to flex and course correct to drive results.

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

We worked with an account manager, the research team, a dedicated BDR and on occasion the content group.

RESULTS & FEEDBACK

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

The campaigns to date have focussed on awareness so far building a marketable network via email and LinkedIn. Booked appointments have been of a well qualified level and we are confident that with work the prospects will convert.

How effective was the workflow between your team and theirs?

We enjoy a weekly project update cadence but Growthonics are happy to flex schedules as required and work around our availability. They're an exceptionally positive team and they're fun to work with.

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

The teams willingness to be flexible and innovate to drive the desired results has been exceptional. Amongst a crowded digital marketing landscape its hard to stand out but Growthonics are keen to innovate and try new approaches for us.

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

My only niggle is results have been slower than desired, but we are finding our way with a new disruptive product amongst exceptionally tough market conditions - we are confident in Growthonics as a partner to help drive towards the right outcomes.

BACKGROUND

Introduce your business and what you do there.

I’m the business development director for a company that provides a job board for the LGBT business community. We’re similar to LinkedIn, except we focus on helping LGBT professionals get opportunities with inclusive employers. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Growthonics?

We hired Growthonics for their email campaign services.

SOLUTION

What was the scope of their involvement?

Growthonics helps us craft messages that we send out to potential employers. We send out a string of 4–5 emails over the course of several weeks in case we don’t receive a response within the first 2–3 messages. 

To elaborate, Growthonics initially helps us find the contact details of the people we want to target within companies. Then, we send our message to them. We don’t send blanket emails to entire companies; we send emails to the decision-makers — they’re the ones who’ll see our demo and decide whether they’ll use our services or not. To do that, we give Growthonics the parameters of the types of companies we target. These parameters include the company size, location, and key personnel. 

From there, the team crafts messages depending on the target’s location. My team focuses on the UK, while other teams focus on the US and Europe. This is important because work cultures differ per location, so our email messages also have to be different. For instance, client outreach is more direct in the US. Meanwhile, for the UK and Europe, the messaging is friendlier, and there’s more hand-holding. 

Moving forward, our team reviews the messages, adds comments, or requests edits to make them more personalized. Their team also analyzes our CTRs and makes suggestions based on their analysis. As a result, the product and emails we send for the entire year constantly evolve and get better results. 

In a nutshell, we use Growthonics’ services to expand the reach of our internal sales team. We currently have four internal sales team members, and one of them is getting ready to leave. Given that, Growthonics is crucial in supporting our capabilities, expanding the network we can access on our own. 

What is the team composition?

I’ve personally met with five people from Growthonics. Beyond them, I’ve also met three people from their copywriting team. We’ve also collaborated with Millie (Customer Client Success Manager). I also communicate regularly with Abir (Campaign Specialist) to review campaigns. 

How did you come to work with Growthonics?

We were already utilizing Growthonics’ services when I joined the company.  

How much have you invested with them?

We invest an average of around £3,500 (approximately $5,000 USD) per month, and the total is around £84,000 (approximately $100,000 USD). 

What is the status of this engagement?

We started working with Growthonics in November 2019, and the engagement is ongoing. 

RESULTS & FEEDBACK

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

Growthonics’ work accounts for 65%–70% of our total sales. They usually meet our expectations. If we have a problem, they’re quick to respond. 

How did Growthonics perform from a project management standpoint?

Their project management is great; Millie is perfect. To communicate, we mainly use emails 2–3 times a week. Some conversations are done via videoconferencing, which is done once per quarter. 

What did you find most impressive about them?

Customer service is their strong suit. I can easily get in touch with someone from their team, and I usually get a response within a couple of hours. I don’t have to wait for more than 24 hours to get a reply from them. Overall, I like that they’re highly accessible to us. 

Are there any areas they could improve?

There are some pain points in our engagement. For one, Growthonics responds quickly to our problems, but they don’t always get results. Sometimes, we have to repeat tasks because the same problems keep happening. 

Moreover, they can improve their attention to detail when it comes to our lead list. For context, we’ve listed companies that they’re not supposed to contact. However, there have been a couple of instances where those companies have appeared in our campaigns. 

Fortunately, the list gets sent to us for review, so we have a second set of eyes on it. If that weren’t the case, a lot more companies in our do-not-contact list would have been approached, which would have been a problem for our company. 

Do you have any advice for potential customers?

Give Growthonics detailed target instructions in terms of who you want to reach — be as specific as possible when it comes to who you want to contact. Otherwise, they’re going to reach out to companies that may not be a good fit for your product because they don’t know your product as well as you do. 

BACKGROUND

Please describe your company and your position there.

IT Sales & Business Development Lead, PiSYS

OPPORTUNITY / CHALLENGE

For which service did your company hire Growthonics?

Finding leads and building the PiSYS mailing list

SOLUTION

How did you select Growthonics and what were the deciding factors?

Our Managing Director conducted a Google search and liked what they saw about the company. They then had a phone call with Growthonics, discussed how it worked and decided to give them a try.

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

PiSYS confirmed with Growthonics the types of companies and job titles to target. Initially, there wasn’t agreement on what should be said in the emails, but the emails did seem to work. Growthonics then followed its program of sending the emails to the right people and we would see the opens and clicks of those emails. Some of the leads would reach out to us directly, but most of the leads are fed back to us and we then follow up. This was achieved through  HubSpot, where we push the leads down the sales funnel.

How many individuals from Growthonic's team worked with you, and what were their positions?

Anna B. - Customer Success
 

RESULTS & FEEDBACK

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

By last June 2020 PiSYS had done 20 demos. During the same period 2021 PiSYS has done 70 demos. It doesn’t mean we’ve sold more, but it does mean we’ve found more companies to demonstrate to. Before we used to directly call or email people or manage inbound leads from Google enquiries. It’s quantity that counts, so as far as we’re concerned it’s been very successful.

If you’re looking for good leads, Growthincs works. They're good at finding leads, filtering the leads, and providing a list of leads for PiSYS to follow up on.

How effective was the workflow between your team and Growthonics?

PiSYS gets an email every morning with leads. Company office numbers aren’t as effective as they once were, so if there’s no mobile phone number we follow up with our own email. If the lead is interested, we do a Teams call. If we feel they’re someone we should stay in touch with we add them to mailchimp and follow up monthly emails and deals.

Half the deals we convert from sales come from other sources. This is something I wouldn’t have believed would work, but over time PiSYS should see more sales.

What did you find most impressive or unique about Growthonics?

Quality and quantity of the names Growthonics find. PiSYS sets the names, areas, industries, job titles, but Growthonics are very good at finding names that work and emails that work, which is a huge boost.

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

Would like to see more regular emails, for them to be done quicker and for Growthonics to be a bit more adventurous with their emails. But the emails do work, so if it isn’t broken don’t fix it. Would like to see a more flexible approach from Growthonics so they could better tune to what the client needs.

BACKGROUND

Introduce your business and what you do there.

I am the regional director at a global marketing agency that focuses on highly technical, heavy trade B2B marketing. I am in charge of the strategic growth and the business development of our regional office. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Growthonics?

The challenge was twofold. We were in the middle of the COVID-19 pandemic and had just hired a new business development manager and were trying to find a way to support her lead generation abilities.

The second challenge was more strategic: I wanted to strengthen the profile of our office outside of our locality. To me, it seemed like working with Growthonics was an excellent way to go about that. 

SOLUTION

What was the scope of their involvement?

Growthonics works on our lead generation to increase our sales and connect and set up appointments with our business development manager with those leads.

When we started working with Growthonics on lead generation, I had several meetings with Growthonics' business development teammates. Their team, including the sales development representative, reaches out to potential client leads to sell our services. 

The Growthonics team also came in and helped us tailor our messaging, which is more European-focused, to our region in the US.  Typically, we'd work on it in-house and then roll it out to our partners, but we decided to utilize their contact reach to do A/B testing in the US market. 

What is the team composition?

We have several points of contact, including an account manager and a sales development represenative. 

How did you come to work with Growthonics?

When I went to look for an agency, I had just received an email from Growthonics, so I reached out to them quickly.

I wanted a company with experience working with technical clients, so I chatted with Growthonics and a few other agencies, but those other agencies didn't feel right. Growthonics sent me industry-specific case studies, and we discussed how they would sell our services and how they'd use their experience to not make our company look foolish. 

The Growthonics team understood our sales are essentially a service and depend on trust in the relationship between the client and us as a provider. I then did some independent research and determined the other agencies didn't have the same history and experience level as Growthonics. 

Growthonics wasn't the most expensive, and it would be foolish to say that the cost didn't factor into our decision. Their team offered us the most services for the right amount of money — they were perfect for us. 

What is the status of this engagement?

We began working with Growthonics in November 2020 and the engagement is ongoing. 

RESULTS & FEEDBACK

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

Growthonics is doing precisely what we expect them to do: generate leads. They hit the 1%–2% lead generation conversions they told us to expect; in terms of their KPIs, they're doing well. 

The messaging they developed helped us enter new vertical markets and expand our profile to new vertical markets that we'd been targeting. The data they provided us created a new opportunity that really paid off for us in terms of strategic approach in the US.

How did Growthonics perform from a project management standpoint?

I think Growthonics is great — they're always proactive and responsive. There are occasionally a few bumps in the road, but they own and solve them.

We primarily communicate via email because we're located in different parts of the world, but we also have Zoom meetings. Growthonics delivers results and metrics to our team via dashboards they've created.

What did you find most impressive about them?

We haven't worked with an agency like this before, so I can't say how they compare to their competitors from a service level. However, from my perspective, I feel like Growthonics pays attention to our needs and knows what is going on throughout the project. 

When KPIs aren't being hit, I'm impressed that they'll take ownership and rectify the issues. I don't have to follow up with Growthonics to ensure they take accountability. 

For example, our lead generation was initially pretty slow going, but they came in and made some changes to improve engagement — it was very proactive account management and proactive solution making, which I appreciated.

From a service perspective, all I can ask is that they deliver on what they promise and they have. 

Are there any areas they could improve?

Our domain was flagged twice for sending too many emails, which was disappointing, but they quickly rolled out a solution to prevent it from happening again. 

Do you have any advice for potential customers?

Clients need to engage with Growthonics: provide them with documentation, manage lists, and work with them on the case. Clients will know their industry better than Growthonics, and the more they actively engage, the better the results. 

Client's can't just push a button and hope everything works out; they have to be part of the success and be willing to test and experiment. 

BACKGROUND

Please describe your company and your position there.

I'm the Sales Director in a EOD company.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Growthonics?

The company has been working with Growthonics for the last two years, when we were a start-up project. Growthonics is working with the sales teams in Spain, United Kingdom and Colombia. In these countries Growthonics is delivering Lead Research and meetings.

SOLUTION

How did you select this vendor?

We reviewed many providers. We chose Growthonics because of their flexibility and the fact they were able to operate in many different countries. As we operate in Europe, it was important that Growthonics did too.

Describe the scope of their work in detail.

We started in the UK two years ago. We were in the first stages of the company and were generating a lot of weekly meetings. Growthonics helped us to scale up the business in the UK. Hastees launched in Spain 6 months ago, resulting in the company going through massive changes.

We are now generating four times the number of meetings we had before we worked with Growthonics. We’ve seen great success in Spain as we were able to sprint test in the UK.

What was the team composition?

2 Lead Generators 2 Sales People 1 Project Manager (Millie)

RESULTS & FEEDBACK

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

In the UK we are generating a constant rhythm of 6 weekly meetings, approximately 35 meetings a month. In Spain we have seen a threefold increase. We used to generate 6 meetings a week and now it’s 40 meetings a month. In Spain the competitors have improved, so this has increased product awareness. The workflow with Growthonics has also helped.

How effective was the workflow between your team and theirs?

The workflow is quite flexible as we are doing weekly meetings with Millie. In the meetings we follow and analyse the results. The Growthonics team always brings new ideas to change the workflow and improve the metrics.

What did you find most impressive about this company?

The flexibility. Our company changes the workflow on a monthly basis, in both countries, and Growthonics is able to adapt to that.

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

There have been some technical issues. For Spain, some clients were able to generate a meeting with my alternative email. Would be good for the CRMs to connect so they can transfer the information better. Update on how many accounts are being targeted both weekly and monthly could be improved.

BACKGROUND

Introduce your business and what you do there.

I’m the business development manager for CADFEM UK and Ireland. We’re an elite Ansys Channel partner; we sell and support simulation software to small and medium enterprises. The software is developed by the US company Ansys, which manages large strategic accounts here. We handle the rest of it and provide training and mentoring.

We’re a small company with about 15 employees, so I wear many hats. I have a solid technical background in software, so I do a lot of technical pre-sales support and training. I also oversee marketing, website development, and more.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Growthonics?

We worried about our pipeline for our sales account managers and needed to boost it drastically.

SOLUTION

What was the scope of their involvement?

We started off with Growthonics with a pilot project. They had a pretty well-defined strategy, so they didn’t create a new workflow or strategy just for us but adapted and pivoted it to meet our needs. I don’t think they’d done prospecting, lead contacting, and pipeline building for an engineering software company before, so it was a relatively new market segment for them.

To jumpstart the project, they did a lot of R&D to find the right people. Phase two was contacting them. Then, the team had a series of templates for an email drip feed, much like an ongoing campaign. They also had a creative content group to write up the copy that would go out, which I could iterate with them.

What is the team composition?

Edward (Head of Sales) was our initial contact; we worked with him to understand their company. We had an initial meeting with another person, and once we were satisfied, we decided to give them a go.

Then, we were handed off to an account manager — we’ve remained in constant contact with her. On top of that, a team of people does the research for the prospecting, and a team focuses on emailing, copywriting, and so on. However, we haven’t had any live meetings with anybody besides Edward and our account manager.

How did you come to work with Growthonics?

They reached out to us during one of their campaigns and emailed our managing director. I’d recently joined the company, and we’d been scratching our heads about how to improve and grow the pipeline. We were just getting into the process of looking for a third party, so it landed at the right time. Since their email worked on us, we figured it would probably work on other people as well.

We chose them because they were great to work with in terms of communication. They made a clear presentation and set expectations that were easy to understand. At the time, they had a white paper on their website explaining their philosophy. It was near 25-pages long, and it was a fascinating read.

Moreover, the quality of their approach and the assets that they offered upfront were what pulled us in. Then, we had a trial, and the results were quite effective. Growthonics set up a shared spreadsheet, and we had complete visibility into the leads and what they were doing.

What is the status of this engagement?

We started working together towards the end of April 2020. The pilot ran for a month, and we’ve had them on a monthly subscription basis ever since.

RESULTS & FEEDBACK

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

They’ve grown our pipeline and met our initial objectives. We’d typically have a sales cycle of somewhere around a year, like 10–12 months per sales cycle. We closed three deals in the first six months of having Growthonics on board, and they’ve paid themselves from those deals alone.

In summary, their work has been very cost-effective, and the pipeline is about 100 times larger than it was.

How did Growthonics perform from a project management standpoint?

It’s been a great experience, and we’ve learned from them. Although we don’t get to see their project management tools or how they’re managing tasks, we see what they’re delivering. We have a meeting with our account manager every two weeks; she coordinates and manages everything. Also, if any mistakes are made, they address them quickly.

We share everything through Google Docs and Google Sheets, communicate over emails, and have online video meetings. We only use phone calls for emergencies. Additionally, we assign tasks and communicate via chat inside the application, which is very effective. If we’re out of the office or something urgent comes up, they can ping us immediately. Overall, communication is excellent, and the account manager even records the meetings so we can go back over them.

What did you find most impressive about them?

Although they’re a relatively small company, Growthonics has proven to have excellent practices. They’re extremely diligent with their follow-up.

Are there any areas they could improve?

It’s tough to pick anything in particular, but there are always growing pains whenever you have a partnership. However, we haven’t had any serious problems. Any issues that needed to be resolved have been resolved. They’ve listed to us, responded, and corrected a few minor grumbles. Similarly, I’m sure we’ve made a few mistakes as well, but it’s been a very collaborative experience.

Do you have any advice for potential customers?

If you’re in the UK or Ireland and you’re struggling with your pipeline, make use of Growthonics. With GDPR rules, you don’t have as many restrictions as with other parts of Europe. Consider them and push for a trial so you can get comfortable and minimize your risk. However, don’t be afraid to give them a go.

Our colleagues in Germany were interested in hiring them for Germany and Austria. They’ve engaged Growthonics for their LinkedIn approach, which is a larger numbers game. We haven’t been using that in the UK because it hasn’t been necessary.