Sales and Marketing Outreach Optimization
Operating at that beautiful intersection where the latest technology and verified human-driven sales techniques meet, HANGAR49 puts you on the flight path to rocketing up revenue by helping you accelerate at what you do best – selling, not searching.
We utilise marketing technology and top-of-the-funnel approaches to connect you with everyone out there who wants what you’re offering. Whether it’s by giving you access to a refined and responsive client base or upgrading your business in the areas it needs help the most to reach its full potential, HANGAR49 promises to be your co-pilot in flying high towards a new and better horizon.
"We get clients to touch unknown faceless people with our model that is far-reaching, consistent and scalable. We impact lives and add value by creating meaningful conversations."
-Alon Lichtenstein, Chief Fighter Pilot at HANGAR49
Maze St 9Tel Aviv-YafoIsrael
Dotmodus is a UK & SA digital transformation business operating with a team of 100+ engineers. They are a premium Google Cloud partner focusing on regions across the UK and Africa, specializing in data analytics, cloud infrastructure, security, automation and app development.
Traditionally, Dotmodus utilizes events & Google Ads to feed their top-of-the-funnel marketing work towards their sales teams. The Dotmodus program at HANGAR49 launched in November 2020, where the main activity was designated as an acceleration program targeted to support the lack of option in running events during the COVID lockdown period. The charge of HANGAR49 was to provide tire-kickers & new conversations where their sales development team were trained to chase these prospects down.
HANGAR49’s partnership with dotmodus saw us source close to 5,000 targeted prospects, of which we touched 95% of. We saw dotmodus’ outreach perform particularly well across the South African mining industry, due to the need for digital transformation. However the outreach into the UK proved tough, with the market being saturated and harder to crack as a foreign based developer house. We saw dotmodus’ social channels grow by over 1,000 followers, as well as prospects from our outreach being pushed to dotmodus’ virtual conferences.
Showing our value in generating brand awareness as well as our direct injection into your sales funnel. With dotmodus traditionally being inbound marketing orientated, we saw their SDR team grow in understanding how to do the work, as well as learning how to shape their story more accurately towards those they were reaching out to. In the end we saw a real alignment between dotmodus’ sales & marketing department, as well a real injection of activity into the dotmodus’ funnel which converted into 7 sales qualified opportunities for their sales team.
Virgin Money operates in Australia, the UK, and South Africa, offering a wide array of financial, insurance, and banking services.
We based our work with Virgin Money South Africa on getting local vendors to adopt its innovative mobile payments app, Virgin Money Spot, as part of the vendors’ point-of-sale ecosystem. This project took place over a limited period. Along the way, we learned that the introduction of technology in the banking sector is no easy task and needs to be validated by results. We were proud to add our name to this progressive project.
Our commitment to the client was to support the launch of its new product. In an industry dominated by mobile payment administrators (SnapScan and Zapper), we managed to gain significant publicity for Virgin Money Spot. In the first month alone, we introduced 17 vendor relationships and 100s of app downloads.
TribalScale is a Toronto-based company, with branches in Toranto, Dubai and New York City, that focuses on digital products and business transformation. It offers immersive digital learning opportunities and human-centered product development to help elevate brand positioning.
Our work with Tribal Scale involves finding and engaging with digital transformation decision makers at the world’s most well-known companies. HANGAR49 went straight into elbow-grease mode, tackling the less-than elegant job of asking for attention and managing what comes from it. Our specialist team was specifically brought in to deliver this work and continued to support Tribal Scale’s creative efforts further down the marketing track. Our working relationship realized sales accepted conversions and meaningful conversations with iconic brands.
Amid the 2020 COVID-19 pandemic and dwindling marketing budgets, TribalScale was primed to take advantage of the need for robust digital offerings. This project taught us that marketing efforts are not equal. Given their significant investment in marketing, we were honoured to work with the TribalScale team. Our direct marketing efforts gave rise to excellent new sales figures and marketing logos. Although TribalScale invested heavily in beautifully creative and compelling content, converting conversations/ relationships were tough. But the results were worth every drop of sweat.
Based in the USA and Israel, 1touch is a personal data and network analytics company that focuses on regulatory compliance and securing financial, personal, and commercial data in the corporate, healthcare, and retail industries.
1touch and HANGAR49 worked together to target prospects for the former’s data protection application. These prospects included CTOs, IT managers, and cybersecurity specialists for major US corporations. CIOs are solicited at every turn and are often unable to store information for security reasons. We put relationship-building at the forefront of our outreach efforts, focusing on being welcoming, punctual, relevant, and using only current data.
Operating in a challenging industry, 1touch needed cybersecurity decision-makers to see the value in their applications. During the 1st Six months, we managed to secure 1 833 new C-Suite LinkedIn connections and 29 sales accepted leads, all channelling into 1touch’s sales pipeline with potential deals. During this project, we studied and perfected how one should approach cyber prospects.
Havaic is a bespoke venture capital firm that invests in early-stage, high-growth technology businesses and offers access to local investments with global prospects. Its strengths in raising capital and providing strategic advice complements its investments.
Havaic needed access to a specific class of private investors for its fund, who were unknown to its team. HANGAR49 was ideally suited to the task of targeting these individuals across key global markets, leaving Havaic’s team to focus on building these relationships to find great portfolio companies. This plan was supported by a sophisticated method of traversing introductory conversations. The engagement manager needed to be localized for every market.
The nature of venture capital and the client’s investment criteria for the next Havaic fund meant finding and engaging with prospects was a challenge. Our team was required to build a custom search function to achieve the desired results.
ROAM is the African arm of Ringier, a 137-yearold Swiss media group, houses a range of brands covering functions such as Human Resources, Property, and Job and Auto Sales Classifieds. HANGAR49 works with ROAM Human Resources brands Jobberman and BrighterMonday.
Jobberman and BrighterMonday collectively boast the largest database of top job candidates. Our task was to find and engage with corporate HR practitioners in Nigeria, Ghana, Kenya, Tanzania, and Uganda. Accurate data, metrics and, a committed sales team were needed to close the loop and leads coming through the door. Across Africa, sales and marketing has never operated within a closer partnership.
HANGAR49’s venture with Jobberman and BrighterMonday yielded a serviceable and addressable market of +/- 23 000 prospects across five territories. We maintained an engagement rate of 71% across channels, while learning that selling digital services in Africa may be easy initially, but swiftly becomes tricky, given the ever changing landscape.
Market Research & Lead Gen for Compliance Platform
“Having a highly experienced and knowledgeable partner helping us build our sales department is fantastic.”
HANGAR49 is leading the customer acquisition process of a software startup. Their scope includes developing customer profiles and conversations, market research on LinkedIn, lead generation testing, and more.
“Having a highly experienced and knowledgeable partner helping us build our sales department is fantastic.”
Jun 22, 2022
A Clutch analyst personally interviewed this client over the phone. Below is an edited transcript.
Introduce your business and what you do there.
I’m the founder and CEO of Compleye, a DIY compliance platform for startups.
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.
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.
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?
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.
The client is very happy with the warm leads generated by HANGAR49 and the excellent market insights they’ve brought into the project. The team is very communicative and proactive, and they’ve demonstrated vast experience in marketing, making them a valuable partner.