LeadStrategus

BACKGROUND

Please describe your company and your position there.

Stibo Systems is a master data management company that helps companies improve the customer experience, drive innovation and growth and create an essential foundation for digital transformation through a single, accurate view of their master data. I am the Head of Strategic Initiatives at Stibo Systems and I handle sales strategy, GTM, recruiting, and training the sales force in the South Asia Market.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire LeadStrategus?

We hired LeadStrategus for an account based pipeline build through LinkedIn.

SOLUTION

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

I came across LeadStrategus through some common groups & was continuously in talks with their founder Kingshuk. I looked at their work portfolio & shared some metrics that they had achieved for multiple enterprise companies like ours to my senior management.

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

We wanted to build an awareness pipeline to generate leads from enterprise companies having revenue sizes of more than US $ 100 million from industries like manufacturing, consumer goods, BFSI & retail across the India market. LeadStrategus studied our value prop and then identified the major MDM players in the market through their research & analytics and shortlisted prospect companies who were using our competitor & whom we could replace. The database of prospect companies was well spread across our target industries.

Next, they identified prospects based on the ICP built through researching the buying signals & intent analytics. These prospects were reached out from the LinkedIn profile of our Country Sales Director which they had optimized in terms of look & feel & textual description. The reach out to the prospects was very systematic, well-researched & hyper-personalized. We reached out to around 200+ companies & 600+ prospects and the response that I received from the people was fantastic. Our meeting pipeline was well established and I had some quality conversations with multiple business leaders. LeadStrategus did a very good job in curating very personalized content for LinkedIn on my behalf, which also generated a lot of conversations.

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

The founder of LeadStrategus, Kingshuk was always on top. We also had a project manager dedicatedly assigned to us. They also had their internal team tagged for content, database & messaging.

RESULTS & FEEDBACK

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

A lot of connected prospects responded positively to the outreach. LeadStrategus gave us a few enterprise-level meetings

How effective was the workflow between your team and theirs?

The workflow between our teams was quite good. They had created an internal communication channel to update us with every little development. Apart from that, we also had weekly calls scheduled in which they took us through the updates on the project.

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

1. The founder, Kingshuk was always on top of everything- that implies the quality of the work was unquestionable.
2. Their team was easily reachable & agile & always did their homework when we met for our weekly cadence.
3. They were flexible enough to make any last-minute changes.
4. They also showed a good depth of technical knowledge & value prop of our product across the content they developed for me.

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

It all went well with team LeadStrategus. We are happy to have partnered with them.

BACKGROUND

Please describe your company and your position there.

Retigence Technologies is a real-time, predictive analytics company focusing on supply chain optimization. We help clients improve their inventory turn, free up working capital, and reduce excess inventory. We are a member of the SAP start-up focus and also a proud winner of the SAP Innovation Award. I founded the company in 2010 & am leading it as its CEO.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire LeadStrategus?

We took up sales & marketing setup services from LeadStrategus at a point when we were revamping our sales+marketing processes. We hired LeadStrategus to train & mentor our team in new age lead generations best practices.

SOLUTION

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

I came to know about LeadStrategus after going through some content posted by the founder Kingshuk & realised I need his services. It was during a time when I was looking for outsourced sales & marketing services. Though I had also assessed many other vendors, I was convinced about their sincerity & domain-knowledge and selected team LeadStrategus.

Describe the project in detail and walk through their service package.

The work that LeadStrategus did for us can be broken down into 4 major parts:

1. Hiring LeadStrategus carried out the whole process of designing the job description, posting ads for the relevant marketing role, screening the CVs, interviewing & shortlisting the candidates.
2. Onboarding They worked 1-on-1 with me to train the new team with the best practices, set weekly goals & monitor their performance.
3. Knowledge transfer LeadStrategus got in touch with the existing team to capture deliverables & best practices of all activities, database & artifact & incorporate the same to the new team.
4. Marketing enablement & execution To get the best out of the new team, LeadStrategus set up weekly calls in conjunction with updated CRM & ‘tough questions’ to take Marketing brand building & sales pipeline build ahead with 1-on-1 coaching & mentoring.

• Sales training - They also delivered training on Social Selling as to how to use Linkedin for reaching out to prospects; interacting with them; & influencing them. The training & mentoring also covered F2F
• Pitching – role plays / live sales visits, telephonic pitching, social pitching & email pitching
• Social media content LeadStrategus created some marketing collaterals for me to post on LinkedIn, particularly some visual content pieces around the supply chain to create awareness & generate engagement.
• Message crafting We also took their services around developing LinkedIn based message sequences for lead generation. The team developed the messages on the basis of thorough understanding of our product- Stockwise & also a detailed research on the existing market."

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

LeadStrategus put a team of 4 on this. Kingshuk was always available at all the stages of the project.

RESULTS & FEEDBACK

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

Having LeadStrategus handle our sales & marketing activities as well as excellence helped me gain critical domain knowledge in an area in which we didn't have expertise. The project that team leadStrategus delivered & the personal mentorship & door opening that they did for us is something I will have everlasting memories of!

How effective was the workflow between your team and theirs?

We had regular calls to keep a tab on the progress.

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

I liked the deep interest with which they worked on different aspects. The message sequences that LeadStrategus developed were unique and have been helpful to us to date.

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

I appreciate the way they were invested in my project.

BACKGROUND

Please describe your company and your position there.

Ernst & Young, through its diverse teams in over 150 countries, helps clients across assurance, consulting, law, strategy, tax and transactions. I work as a Director - People Advisory Services (Talent Management vertical) at Ernst & Young, Bengaluru.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire LeadStrategus?

We hired LeadStrategus & commissioned them to research & analyze primary research data and secondary research data for an earned wage access platform in India to develop a report matching our market research standards & brand communication guidelines.

SOLUTION

How did you select this vendor?

While assessing multiple vendors, we finalised to go with LeadStrategus based on the quality of similar work that they had delivered for other consulting firms & their pricing as well.

Describe the scope of their work in detail.

The scope of the project included primary research h- planning & designing, data analysis & developing a report in EY's format. Across all the stages, LeadStrategus exhibited deep-dive support to gradually move towards the end goal of the project. The project was spread over roughly 5-6 months. During the initial stage, LeadStrategus created a project plan with clear breakups & responsibilities assigned.

They diligently carried over preliminary planning & designed the survey questionnaire keeping in mind the thought process of different target audiences. Every question & the relevant options created were well thought through by considering the demographics of the target audience. They also helped us in choosing a reliable platform for surveying the right set of people.

In addition to designing the survey questionnaire, they also created a set of interview questions for 1-to-1 professional depth interviews with B2B CHRO leaders. Once all the data was collected, cleaned & handed over to LeadStrategus, they were very quick at cross-tabulating every possible data set, analyzing them & deriving insights from them. They diligently found useful & critical information from the huge data set collected that needed to be focussed on in the final report.

In the final stage, i.e. report creation, LeadStrategus carried out high-quality secondary research & by marrying them with the findings of the primary research, created a very powerful section storyboard that very clearly showed the high-level flow of ideas of the report in terms of horizontal logic & vertical logic.

Once the storyline was approved by our internal team, they created the draft of the report. Once the draft went through different teams (internal & external), there were multiple feedback & edit changes suggested to team LeadStrategus at different points in time. They were very patient in editing it & creating multiple iterations of the draft.

What was the team composition?

Executive Leadership- 2 Project Manager- 1 Data Analysis - 2 Content Creation - 2

RESULTS & FEEDBACK

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

The report was made public in a press release by our client & was covered by leading Indian financial media & publication houses. The event was a success & turned a lot of heads toward the new concept of earned wage access in India.

How effective was the workflow between your team and theirs?

The workflow with team LeadStrategus was very smooth. During different stages of the project, we had biweekly, weekly or daily cadence. During every call, their team was well-prepared & always had very strong discussion points to cover. During demanding times, they also overstretched to deliver the asks.

What did you find most impressive about this company?

Their expertise in digging out information through secondary research at every stage was very impressive. They very well understood the needs & asks of the project & helped us proceed in the right direction- especially during the storyboarding phase by keeping in mind what would startle the reader or create maximum impact for them to show the power of our client's product.

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

Not really. We look forward to engaging with them in the future.

BACKGROUND

Please describe your company and position.

I am the Director of Technology of AskMeIdentity

Describe what your company does in a single sentence.

We are an IT security consulting and managed services company

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire LeadStrategus to accomplish?

• Identify customers in US and India for managed IAM services

SOLUTION

How did you find LeadStrategus?

Online Search

Why did you select LeadStrategus over others?

• High ratings
• Pricing fit our budget
• Great culture fit
• Good value for cost

How many teammates from LeadStrategus were assigned to this project?

2-5 Employees

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

NA

RESULTS & FEEDBACK

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

1. Number of customers
2. Tools used in the market
3. Services provided by various IAM companies

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

Yes, the response was good

What was your primary form of communication with LeadStrategus?

• In-Person Meeting
• Virtual Meeting
• Email or Messaging App

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

They delivered on time and were dedicated to their work.

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

NA

BACKGROUND

Please describe your company and position.

I'm the former Vice President of SOA IT Solutions

Describe what your company does in a single sentence.

End-to-end Enterprise Managed services around Robotic Process Automation, Test Automation & Cloud HCM SaaS.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire LeadStrategus to accomplish?

Lead Generation

SOLUTION

How did you find LeadStrategus?

Other

Why did you select LeadStrategus over others?

Close to my geographic location, Great culture fit, Good value for cost, Company values aligned

What was the size of LeadStrategus’s team?

2-5 Employees

What was your primary form of communication with LeadStrategus?

Virtual Meeting

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

High-quality lead generation through LinkedIn

RESULTS & FEEDBACK

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

Over the course, LeadStrategus sent out 1801 connection requests & got 26% of prospects connected to us. They generated around 70 deep conversations for us & converted 40% of them to meeting interests.

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

The communication was well organized and maintained through a dedicated channel. We were intimated of every small updates as & when apart from the weekly cadence, email updates, etc.

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

We appreciate the in-depth content they created for us. While we reviewed the first few content pieces, later we gave them a free hand to post content on our behalf. They are also very persistent with follow-ups, research & community research.

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

We had a good time working with LeadStrategus across multiple instances.