HANGAR49

BACKGROUND

Introduce your business and what you do there.

I’m the founder and CEO of Compleye, a DIY compliance platform for startups.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with HANGAR49?

Currently, we’re in the process of setting up a scalable customer acquisition model, which involves a lot of testing and experimentation in sales and marketing. Given that we’re a small team, we’ve sought the help of HANGAR49 due to their great experience in setting up customer acquisition processes.

SOLUTION

What was the scope of their involvement?

HANGAR49 is helping us run a customer acquisition model. Firstly, we created ideal customer profiles and a customer conversation process, defining the questions we could ask customers to get them to be more engaged. Since then, we’ve established an ongoing agile process where they constantly check what kind of conversations we can have with potential customers to get them interested in our product.

HANGAR49 also engages directly with potential clients. If they find a warm lead, they hand them over to our sales team so that we can give them a demonstration of our platform and get them on board. Additionally, they help us with market research on LinkedIn and other platforms to fine-tune our customer acquisition strategy.

Of course, I’m involved in those early engagements to provide HANGAR49 with content and answer more specific questions about our product. I’ve also taught them about our industry’s voice and which specific channels and countries we should target. Overall, it is a very collaborative effort.

Every six weeks, we evaluate the process and see how the market is responding to our efforts for future improvement. Additionally, HANGAR49 will help me define and design my marketing sales team.

What is the team composition?

We work with a delivery manager and two other people from HANGAR49. Those two other people work together with our sales team in setting up the customer conversations.

How did you come to work with HANGAR49?

I met the founder of HANGAR49 many years ago, and he explained what he wanted to do. In the last few years, he worked very hard to get his company up and running. I was impressed with the great and knowledgeable team he built, so I hired them when my need arose.

How much have you invested with them?

We’ve spent around $8,000–$10,000.

What is the status of this engagement?

We started working together in March 2022, and our engagement is ongoing. We have HANGAR49 in a retainer contract, and we plan to keep working with them for at least six more months.

RESULTS & FEEDBACK

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

We’re very happy with the warm leads that HANGAR49 has found for us, and the amount of those leads increases every time we find a good approach through our experiments. Additionally, we keep working with them because every time they engage with new potential customers, we gain insights into what the demand is and what the market is looking for, which is very valuable for us.

How did HANGAR49 perform from a project management standpoint?

HANGAR49 has performed very well. They have weekly meetings with our sales team, and their delivery manager meets with me every month to check on the progress and see if we’re happy with their services. They use a dashboard where we can see the metrics and keep track of the project. Additionally, we use Slack and Microsoft Teams to communicate.

What did you find most impressive about them?

HANGAR49 feels like a part of our team. For a startup like us, having a highly experienced and knowledgeable partner helping us build our sales department is fantastic.

Are there any areas they could improve?

No.

Do you have any advice for potential customers?

Share as much information about your business and customers with them. Additionally, you need to understand that you can’t hire them for only one or two months and expect a lot of leads. Instead, use them as a sales development partner and leverage their marketing experience. They can provide a lot of marketing knowledge to your company without needing an internal marketing team.