Lead Gen Dept.

BACKGROUND

Please describe your company and your position there.

We are a niche software provider and services to Utilities, Asset owners and the Before You Dig industry. Our flagship product is a cloud-based software as a service (SaaS) platform with mobile apps to manage remote workforces that map and survey critical infrastructure, including subsurface utilities like water, gas and electricity. It combines intelligent forms and workforce management with advanced GPS, CAD & GIS features for the utility industry.

As the Marketing Manager, I´m working hard to increase our brand awareness and reach more potential customers. I have implemented digital marketing tactics to spread their message, from creating social media campaigns to increasing organic search engine optimisation by leveraging keywords and backlinks. Additionally, I have increased their presence on online platforms such as Google Ads and YouTube Ads.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lead Gen Dept. , and what were your goals?

Generating one-to-one meetings in a B2B environment can be difficult. It requires a lot of effort and time to reach out to potential customers, build relationships, and create opportunities for meaningful conversations. Companies need a well-defined strategy that includes research, outreach, and follow-up activities to generate these meetings. By utilising the right partner, our idea was to increase our chances of developing more meaningful conversations with potential customers.

SOLUTION

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

I have partnered with a Lead Gen Dept. to help our sales team take the first conversion step. The main idea is to create qualified one-to-one meetings for our sales force and provide detailed prospect data. By leveraging these critical insights, our sales team can craft personalised messages tailored to each individual’s needs. As a result, we can reach more potential customers and increase the likelihood of closing successful deals.

We chose Lead Gen Dept as our partner for lead generation because of their expertise in generating qualified leads in unique B2B industries. Their team is highly experienced and knowledgeable in creating targeted campaigns tailored to different customer demographics. Their ability to identify potential high-value customers and craft customised solutions that engage these prospects sets them apart from other firms.

Additionally, their reporting methods give us real-time performance tracking so we can measure our success and make changes if needed. We are confident that Lead Gen Dept will be able to help us reach our lead generation goals.

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

The lead generation project happened in five phases. In the first phase, we brainstorm to understand our needs and target audience. We then refine our target in the second phase by reviewing potential customer profiles for high-value leads. In the third phase, we built the right message for our email sequence, ensuring the message was engaging and effective in convincing prospects to join a meeting. We then go live with the campaign in phase four, enabling us to generate leads from day one.

Finally, in phase five, we monitor progress by sharing documents between team members that keep track of performance metrics, positive responses and negative feedback.

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

The Lead Gen Department had two essential resources: Connor, the founder and CEO, and Shirgie, the campaign manager. Both individuals brought invaluable experience and expertise to the department and worked together to ensure a successful lead-generation project.

RESULTS & FEEDBACK

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

20 leads in a couple of weeks. Our initial KPI was 5 leads during a month.

How effective was the workflow between your team and theirs?

The workflow between our team and theirs was extremely effective. Communication between both teams was timely and clear, enabling us to work together in a highly efficient manner with almost no mistakes or misunderstandings. The final outcome was flawless.

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

What was most impressive and unique about this company was its ability to adapt to a unique market quickly. Despite having yet to experience with utility tech companies, they were able to understand our needs and deliver effective solutions rapidly. Seeing how well they respond to the challenge is inspiring.

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

I don´t think so. So far, so good!

BACKGROUND

Please describe your company and your position there.

Pinboard Consulting is a dedicated graphs and networks data science and technology consultancy. I'm the founder and CEO.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lead Gen Dept. ?

We were looking for an external company to provide leads in our target industries - in particular around S&OP in the supply chain space. This was for both sales pipeline generation and to spread the general awareness of graph technology.

SOLUTION

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

After requesting quotes and pitches from three lead generation companies, the Lead Gen Dept. were by far the best. Price-wise, all three companies were about the same, but the Lead Gen Dept. were the only company that really tried to understand where we were coming from, what we were trying to achieve, and to provide something specific and tailored for us. The other companies just had a standard package and that was that.

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

The project had the following steps:

1. Refine target industry list
2. Refine target role list
3. Agree and finalise targets
4. Run campaign
5. Follow-up to completion on all targets

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

Unknown.

RESULTS & FEEDBACK

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

The campaign generated some extremely good leads - exactly the kinds of companies and individuals we wanted to engage with.

How effective was the workflow between your team and theirs?

The workflow was smooth and seamless - very professional.

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

The best thing about working with Lead Gen Dept. was the personal nature of everything they did. They took the time to understand my company, myself, my goals and they genuinely provided a unique, tailor-made campaign.

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

None.

BACKGROUND

Please describe your company and your position there.

Commercial Director at a leading Automation software company

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lead Gen Dept. , and what were your goals?

We were launching a huge upgrade of our solution which would make it applicable to a large new audience and we wanted a partner to help us generate leads, from various channels, in a cost effective fashion. We also wanted support for our pipeline conversion.

SOLUTION

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

Various factors persuaded us to choose Lead Gen Dept. One of the main ones is they were totally upfront about the challenges, what would be required from both sides, and timescales to scale the campaigns. Too often you get 'sales' talk when as a business what you want is honesty so that everyone understands what is required. We also got a sense of how hard they were going to work to make our campaigns a success.

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

Key steps were:

• Identifying target audience
• Building up profiles for targets
• Planning marketing material to support approach
• Executing plan through multiple channels to secure a demo or trial of our solution
• Helping to support sales staff through the pipeline to closing.

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

We mainly dealt with the account manager, but we also had direct conversations with content writers and paid advertising specialists.

RESULTS & FEEDBACK

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

We generated a ROI of approx 400% on what we spent v first year revenue. As a SaaS business though we hope to retain that business for years.

How effective was the workflow between your team and theirs?

Always excellent

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

Their honesty, frankness, and hard work are impressive.

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

None that come to mind - we really enjoy working with them

BACKGROUND

Please describe your company and your position there.

I'm the MD of a niche web development and SEO company.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lead Gen Department?

We were looking to take on some more clients and grow our company, so we hired the Lead Gen Dept. to help us with outbound email marketing.

SOLUTION

How did you select this vendor?

They were highly recommended by an old colleague.

Describe the scope of their work in detail.

They helped with outbound email campaigns with the aim of driving more leads and appointments into our business. They took care of the approach, campaign creation, researching the leads and running the outbound approach. They add personalisation to each email which surprised me, as I know this takes a lot of time to research - but they have systems in place to take care of the whole process.

What was the team composition?

I work closely with Connor who leads and manages our campaign. His wider team are sometimes involved in our calls.

RESULTS & FEEDBACK

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

The results have been strong with over 20 leads in the first 3 months which is great in the very competitive space of SEO/web development.

How effective was the workflow between your team and theirs?

Communication has been great - we have weekly progress meetings to help keep us in the loop of that week's activities. Additionally, we get monthly progress reports emailed over from the wider team.

What did you find most impressive about this company?

They have a unique approach to offering value to prospects, which makes the emails less pushy and more about giving. But the most impressive thing was the results.

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

Their pricing isn’t the cheapest but was definitely worth based in the pipeline we have generated.

BACKGROUND

Please describe your company and your position there.

I'm the MD of a boutique digital marketing agency that specialises in search engine marketing.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lead Gen Department?

We have typically grown by referral since our launch in 2014, and we were looking into new lead generation channels. This is exactly what the Lead Gen Dept do, they find potential prospects and reach out to them on your behalf, in a respectful, detailed way. We work in an exceptionally challenging industry to cut through the noise with cold outreach, so I was intrigued by how this would go.

SOLUTION

How did you select this vendor?

Rather brilliantly, they got in touch with us, doing what they do best. I liked their approach, and speaking with a few other companies that provided the same service, they stood out in quality. Quality of communication and cold outreach content is very important for brand perception, so it was an obvious choice.

Describe the scope of their work in detail.

We sat down and figured out our target prospects first, before agreeing a plan of attack. The Lead Gen Dept then created the foundations for the mailbox to ensure emails would be delivered correctly (avoiding spam), then they began researching the right prospects for our business.

What was the team composition?

The strategy and onboarding was led by the MD, Connor, then the campaigns are managed by various campaign managers.

RESULTS & FEEDBACK

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

After a difficult (yet expected) start, we managed to achieve over 12 leads per month on our campaign. We sell a high-value service, so 12 leads is a great number for us, and we have gone onto convert some of those into good clients.

How effective was the workflow between your team and theirs?

The workflow is collaborative, and their is a level of ownership on the client side required to work effectively with a lead gen company. We were aware of that, and embraced that whilst trying to create a good working partnership.

What did you find most impressive about this company?

We are impressed with their personalized approach to outreach, and the level of thought and detail that goes into targeting the right prospects.

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

Nothing I can think of.

BACKGROUND

Introduce your business and what you do there.

I’m the managing director for Intercity Railfreight, and we’re a transportation company that primarily uses trains and low-emission first and last-mile vehicles to carry consignment around Great Britain.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Gravitas.io?

We were looking to increase our customer base. We needed help in driving more sales in our direction. 

SOLUTION

What was the scope of their involvement?

We started by giving Gravitas a brief so they could fully understand our company, unique selling points, and target market. From there, they developed a database of potential targets. 

Gravitas identified a considerable number of people who might be interested in our services. They directed those who expressed interest in our services to our team so we could discuss our services with them.

We asked Gravitas to focus on the medical industry. We were trying to attract interest from clinics, laboratories, and pharmaceutical companies. They filtered companies that would need our services from companies that wouldn’t be of any interest to us. 

Based on their research, they then engaged with key individuals through an email marketing campaign composed of primary and follow-up emails. They also cleaned up our database to ensure email addresses were correct. 

We ran our initial campaign for six months, and we assessed our campaign after. We’ve recently decided to take a different approach. Although the initial campaign has been successful, we’ve changed parameters to be more route-focused rather than sector-focused. 

What is the team composition?

I primarily work with Gravitas’ owner, but I’ve also interacted with some IT technicians.

How did you come to work with Gravitas.io?

Gravitas contacted us. 

How much have you invested with them?

So far, we’ve spent over 10,000 GBP.

What is the status of this engagement?

We started working together in February 2021, and it’s ongoing. 

RESULTS & FEEDBACK

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

Thanks to Gravitas, our website traffic multiplied by a factor of 10. We’ve achieved phenomenal results in our first campaign, and I’m excited about how the second campaign will perform.

We’ve tried different approaches with various companies over the years — we’ve never found any of them to be as effective as Gravitas. The positive results of Gravitas’ work are due to the extent that they go to engage with targets. 

How did Gravitas.io perform from a project management standpoint?

Gravitas is brilliant at project management. We have regular and thorough feedback sessions, and if they have questions about the project, we would have an online conference call to discuss clarifications. We communicate through emails and phone calls.

Gravitas has delivered everything as scheduled, and there hasn’t been any need for me to chase them. I don’t need to ask if their efforts have been effective; I can see with the site’s metrics that they are. 

Additionally, Gravitas has a good mix of very talented people.

What did you find most impressive about them?

Gravitas’ approach is thorough, and they’ve built relationships with our prospective clients for us. The amount of research they put both on the company and individual is impressive.

Are there any areas they could improve?

I can’t think of anything. They are doing a great job. 

Do you have any advice for potential customers?

Let them do what they’re good at doing. Be clear about your objectives, goals, and timelines, and Gravitas can be left to get on with it. 

BACKGROUND

Please describe your company and your position there.

I am the MD of Bridge Coffee Roasters and also responsible for the sales function within the business

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Gravitas.io?

We were looking to increase our lead generation capabilities and we were recommended to try Gravitas. After 2 quick meetings to create the email campaign we were sending out emails to our prospective clients with immediate success.

SOLUTION

How did you select this vendor?

We were recommended - no alternatives were considered

Describe the scope of their work in detail.

• Scoping out an email campaign.
• Identifying target customers.
• Emails flying out the door.
• Leads flooding in.

What was the team composition?

We worked closely with Connor and his team throughout the campaign

RESULTS & FEEDBACK

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

Within a 3 month campaign we generated 150 leads!

How effective was the workflow between your team and theirs?

The workflow between Bridge Coffee Roasters and Gravitas was really easy. They were very responsive and easy to deal with.

What did you find most impressive about this company?

We were impressed with their knowledge of creating a successful email campaign. Initially we were thinking the email campaign would include a lot of detail about our products and services, however, they advised us that keeping the email short and to the point was key to success.

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

Nothing

BACKGROUND

Please describe your company and your position there.

I am a director at Grey Monarch who specialise in SAP security.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Gravitas.io?

We hired Gravitas to provide us with detailed Company Research for highly targeted prospects who use SAP.

SOLUTION

How did you select this vendor?

I received a LinkedIn Inmail from Gravitas which was very compelling so I contacted them and started with an initial trial which went really well.

Describe the scope of their work in detail.

Gravitas were provided with a large set of UK SAP users which they thoroughly researched with highly relevant new contact names, contact details and job titles being found. Gravitas made hundreds of new LinkedIN connections for us and new LinkedIn followers.

What was the team composition?

We work with the director of Gravitas and a researcher.

RESULTS & FEEDBACK

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

We have hundreds of exceptionally high quality contact names from our prospect base plus over 3,000 new LinkedIn connections.

How effective was the workflow between your team and theirs?

Excellent - we have shared documents via GoogleDocs and also use Slack for day-to-day contact between the teams.

What did you find most impressive about this company?

gravitas are highly detailed in learning about what we do as a company and the kind of impression that we want to make. Their research is excellent and provides us with very high-quality contact names.

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

No. We have now been a client for 18 months.

BACKGROUND

Please describe your company and position.

I am the General Manager of Secure Impact.

Describe what your company does in a single sentence.

Provide meaningful cyber security services to organizations.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Lead Gen Dept. to accomplish?

• Boost pipeline
• Revenue generation
• Research

SOLUTION

How did you find Lead Gen Dept.?

Referral

Why did you select Lead Gen Dept. over others?

• Great culture fit
• Good value for cost
• Referred to me

How many teammates from Lead Gen Dept. were assigned to this project?

6-10 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Create a set number of introductions to individuals who are interested in and see the value of our services.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Excellent meetings and introductions to individuals who see the value in our services and may purchase.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

All very good.

What was your primary form of communication with Lead Gen Dept.?

• Virtual Meeting
• Email or Messaging App

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

Their determination and creativity are commendable.

Are there any areas for improvement or something Lead Gen Dept. could have done differently?

Na

BACKGROUND

Please describe your company and position.

I am the Director of Spinning Fox

Describe what your company does in a single sentence.

We are a user experience, design and build agency specialising in the Education sector.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Lead Gen Dept. to accomplish?

Lead generation

SOLUTION

How did you find Lead Gen Dept.?

Clutch Site

Why did you select Lead Gen Dept. over others?

• High ratings
• Pricing fit our budget
• Previous experience with our sector

How many teammates from Lead Gen Dept. were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Defining target audience data, setup of email marketing, and all outbound email and telemarketing.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Hitting agreed KPIs for lead generation.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

They are quick to address all queries, and their comms are professional.

What was your primary form of communication with Lead Gen Dept.?

• Virtual Meeting
• Email or Messaging App

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

They guarantee that they will hit their target across a 3-month period.

Are there any areas for improvement or something Lead Gen Dept could have done differently?

Not so far.