Martal Group

BACKGROUND

Please describe your company and your position there.

EnsureDR provides a software solution for automating disaster recovery testing and failover for data center environments. I lead sales a business development.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We were looking to develop a pipeline of opportunities in the US market. We partnered with Martal Group to help us pinpoint and validate the target audience as well as design and execute a go-to-market strategy.

SOLUTION

How did you select this vendor?

The Martal Group came to our attention through our professional network. We had looked at three other organizations with similar services but found the cost benefit as well the warm recommendation of someone we know to be compelling.

Describe the scope of their work in detail.

There was a two-week onboarding phase to start. The process was pretty efficient. While the marketing tools were being set up, our Martal sales team researched our offer, competitors, and target market. After onboarding, the team launched its first campaign to our ICPs. Each week, the team curates new lead lists and conducts follow-up campaigns. We have a weekly meeting to review the results and discuss new opportunities. What was the team composition? We have three sales team members: an operations manager and two sales executives. All are very professional, knowledgeable, and easy to work with.

What was the team composition?

The team was comprised of myself, Matt (Martal project mgr) and three account executives from Martal.

RESULTS & FEEDBACK

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

The Martal team has secured eight meetings with opportunities that were a great fit for our platform. We have had well over 100 other leads that may be future opportunities.

How effective was the workflow between your team and theirs?

The majority of the prospecting workflow is handled by the Martal team. We communicate daily through email and WhatsApp and have a meeting weekly to go over the progress.

What did you find most impressive about this company?

Martal has a well-oiled process and methodology in place that drives results. The team’s expertise in B2B tech made it easy for the sales executives to understand our value proposition and competitive advantage in the market.

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

We will be engaging with Martal on a couple of additional initiatives. For those I would like to provide even more enablement as I underestimated their team and ability to execute.

BACKGROUND

Please describe your company and your position there.

We help nonprofit organizations further their mission and scale sponsorship through an all-in-one platform that seamlessly connects data and automates processes so world-changers can have more time to work together for a brighter future. I’m the Head of Operations and Strategy.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

Martal Group is our current outbound sales partner. We wanted to find a way to optimize and scale our outbound sales cycle while freeing up our account executives to focus on cross-selling opportunities.

SOLUTION

How did you select this vendor?

Through online research and interviews.

Describe the scope of their work in detail.

The Martal team has taken over top-of-the-funnel prospecting for our account executives by reaching out and setting meetings with decision-makers through email, LinkedIn, and phone calls.

What was the team composition?

Our Martal team includes two sales reps, Kendra and Cesar, who handle outreach and appointment setting. We also have Edd as the sales operations manager.

RESULTS & FEEDBACK

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

We are averaging nine qualified meetings a month for a total of 28 appointments in three months.

How effective was the workflow between your team and theirs?

The workflow has been great! We have constant communication and collaboration from the team. Once a week, we meet to discuss campaign progress and strategy. Throughout the week, sales execs reach out to discuss incoming leads and campaign adjustments.

What did you find most impressive about this company?

We are excited about the traction gained in such a short period of time. The synergy between Martal and our team continues to drive successful results for our outbound campaigns.

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

Nothing at this time.

BACKGROUND

Introduce your business and what you do there.

I’m the founder of an online ticket company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

They’re providing outbound sales outreach.

SOLUTION

What was the scope of their involvement?

They’re onboarding at the moment. To date, they’ve learned our sales process and worked with me to optimize it. Recently, they began helping with the actual outbound sales outreach.

What is the team composition?

We’re working with three people from their team.

How did you come to work with Martal Group?

Their experience and approach stood out to me. Additionally, other companies had had success with them.

What is the status of this engagement?

We’ve been working together since November 2021.

RESULTS & FEEDBACK

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

They’ve helped us land some extra deals. They’re a good ally.

How did Martal Group perform from a project management standpoint?

Their team has really well. I’ve been happy, and that’s why we’re still using them. They’ve been communicative and produced results. We communicate over Zoom meetings.

What did you find most impressive about them?

The price is much more reasonable than that of other companies, and especially compared to the service we’re receiving.

Are there any areas they could improve?

No. I think they’ve been good so far.

Do you have any advice for potential customers?

Attend the weekly meeting so you’re in the loop about what they’re doing. The more you engage with them, the better their results will be. Don’t just hire them and then not talk to them.

BACKGROUND

Please describe your company and your position there.

Ordinal Science solves business problems with artificial intelligence in a variety of industries using research, data in motion, and data science to develop real-time machine learning applications. I am the CEO of Ordinal Science.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We hired Martal Group to generate leads through outbound sales strategies. Our goal is to pinpoint prospective clients that would have a need for AI, data science, and ML integration in their business’ products or processes and acquire meetings with the key decision-makers.

SOLUTION

How did you select this vendor?

We interviewed 5 companies in lead generation space each with a divergent business proposition. Martal has proposed the most convincing approach for our data science and research oriented consulting software business.

Describe the scope of their work in detail.

Our goal is to pinpoint prospective clients that would have a need for AI, data science, and ML integration in their business’ products or processes and acquire meetings with the key decision-makers.

What was the team composition?

We work with two account executives, Ariel and Kenny, who handle the prospecting. We also have a sales operations manager, Matt, who directs the team.

RESULTS & FEEDBACK

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

The team has produced 37 market-qualified leads and 9 sales-qualified leads to date. One of which is likely to become a new client in the near future.

How effective was the workflow between your team and theirs?

We use a combination of Slack and email to keep in touch with the Martal team. They continuously follow up with us when opportunities arise. We also have a weekly meeting to go over KPIs.

What did you find most impressive about this company?

The Martal team is always ready to bring new ideas and approaches to the table to increase results. The account executives are very knowledgeable and practice intelligent prospecting rather than just campaigning to the masses.

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

We are happy with the progress we have made but would always like to increase meetings with potential clients. The team is working with us to optimize the opportunities generated.

BACKGROUND

Please describe your company and your position there.

I am the CEO of web design, branding and development agency, Benkendorf Group. We work with SaaS and IT start ups, our clients come from all over the world, but mainly, North America. We were always interested in expanding our potential there

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We have been working with American and Canadian clients for some time, but most of our opportunities came from networking. Lead generation and cold selling was a challenge for us, and this is where we decided to turn to the expertise of Martal Group.

SOLUTION

How did you select this vendor?

We already worked together on multiple occasions, for example, we were responsible for design and development of their latest website. Their professional approach to work and friendly communication were among the key factors.

Describe the scope of their work in detail.

We provided the Martal’s team with our ideal customer profile, outreach templates and filled in a detailed questionnaire to specify what we are looking for. Martal Group does lead generation and sales consulting for us. As an Eastern Europe based company, we benefit a lot from their expertise of a North American market. In other words, they consult us on how to customize our sales approaches, how to arrange demos, whom and how to address.

They provide council on our LinkedIN sales communication as well. For the lead generation part, they find the companies, which fit our ICP and might be interested in our services, set up the preliminary meeting with them and introduce our company and services.

What was the team composition?

We work with three Martal’s representatives: an account manager, who provides us with weekly reports, and two part-time sales persons, who do the lead generation and consulting.

RESULTS & FEEDBACK

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

We received the first leads the following week after we started. While we didn’t close any deals yet, the main goal is to put us on the map for North American customers. We’ve gone over 12 meetings, and the more are booked for the following weeks.

How effective was the workflow between your team and theirs?

Even though, we are in different time zones, it’s never been an issue in due course of our work. We always receive on time the weekly reports on campaign’s performance. Martal’s team is always there to advise us on sales strategy.

What did you find most impressive about this company?

We received the first leads fast, and the companies were fitting our ICP perfectly. We also appreciated the smooth onboarding and communication.

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

Nothing in particular.

BACKGROUND

Please describe your company and your position there.

I am the marketing manager for Mozart Data. At Mozart, we give businesses the capability to connect, clean, and organize all data sources in just a few clicks through our comprehensive data stack without the need for coding.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We hired Martal Group to supplement our current outbound sales campaigns through prospecting and appointment setting services.

SOLUTION

How did you select this vendor?

We had sales calls with multiple sales agencies that we found on G2 and Martal was the most impressive.

Describe the scope of their work in detail.

Martal Group campaigns for our team throughout each week. The sales representatives build lead lists, conduct email and LinkedIn outreach, make follow-up calls, and coordinates with our sales team to schedule meetings with prospective clients.

What was the team composition?

Ariel and George are the sales representatives at Martal that develop and manage the workflow and qualify appointments coming in from the outbound marketing efforts. Grant works as the sales operations manager and monitors the progress, keeps us updated on performance, and suggests improvements.

RESULTS & FEEDBACK

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

We started working with Martal Group at the end of July. They have been campaigning for about two months now. We have already seen results with six sales-qualified leads being handed over to our team.

How effective was the workflow between your team and theirs?

The workflow is pretty fluid. The Martal team handles the majority of the prospecting workload including creating the lead lists, campaigning, and communicating with prospects to schedule appointments. Aside from the weekly meeting, we communicate via Slack when needed.

What did you find most impressive about this company?

The Martal team has been able to produce a steady number of flips weekly which has helped our team uncover more opportunities to sell.

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

We have worked collaboratively to create more compelling copy including special offers that we have recently integrated into the Martal outbound campaigns. We have been able to use this new messaging to retarget previous contacts as well.

BACKGROUND

Introduce your business and what you do there.

I’m the director of business development at an outsourced onshore development company. We work with small businesses and enterprise-level companies and provide their software development needs.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

Since we had a small sales team, we hired Martel to bring in outsourced sales representatives. We needed them to work on our email marketing and cold calling campaigns as we reached out to clients and generated leads. 

SOLUTION

What was the scope of their involvement?

When we started the engagement, Martal brought us through a couple of discovery sessions to learn about our business and how we typically reach out to clients. They also learned about our ideal customer profile, the companies we target, the number of their employees, and the specific people that we like to target. Then, our teams put together email campaigns; our team gave suggestions around the language we tend to use when communicating.

At present, we conduct weekly meetings where Martal reviews our leads in the pipeline. All qualified leads are sent directly to me, and then we set up meetings on the calendar with those leads. 

What is the team composition?

We work with two part-time sales development representatives for 20 hours a week. Apart from them, we also interface with an account manager, who reports to us how everything is going every week. 

How did you come to work with Martal Group?

When we were searching for a vendor, we reached out to several companies. We used Clutch to look for potential candidates, and Martal had a good number of reviews and a solid rating on the platform. As a result, I reached out to them and we started working together from there. 

How much have you invested with them?

We’ve spent between $25,000–$30,000. 

What is the status of this engagement?

We started working with Martal in May 2021, and the partnership is ongoing. 

RESULTS & FEEDBACK

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

Since May 2021, we’ve had 15 qualified leads and generated plenty of phone calls with new potential clients. We consider this as a success because our field has long sales cycles; a lot of times, we don’t generate business on the first call, but they turn into a business when we call them 3–4 months down the line. 

How did Martal Group perform from a project management standpoint?

From a sales and management perspective, Martal has been good. Though we’d love to see more clarification on some of the data, we’re dealing with 20,000 contacts per month; there can definitely be overlaps. In any case, we’ve been happy. When we email them, they get back to us quickly, which I always appreciate when working with an outsourced team. We never feel that we’re put in the dark.

In terms of project management tools, we work on Google Spreadsheets with them. The spreadsheet is constantly updated whenever a new lead comes. We also have a Slack channel, though it’s rarely used; we also use WhatsApp. We also use Google Meets 

What did you find most impressive about them?

I appreciate that Martal works onshore for us. We like working with other people within the US because it helps with time zones and communication with potential leads. Apart from that, they also have a good dataset of potential clients. They’re timely, and their onboarding process is smooth. We’re still waiting for the business to come through from our engagement, but everything they’ve done has been great. 

Are there any areas they could improve?

It’ll be great if they have more data insights about everything that’s happening. They usually give us a two-page PDF, and it’s sometimes hard to gauge the different industries we try to reach. That being said, they do reach out to a lot of people, so I totally understand. 

Do you have any advice for potential customers?

Stay on top of the team, and work from your past experiences to provide Martal a path to success. For example, I also do cold outreach, and I like highlighting what works for me when working with their team. In other words, tell them the language you use and how you want to do things. That way, you won’t become just any other sales organization. They’re going to make things super customized for your organization, and you’ll stand out when they’re doing their outreach.

BACKGROUND

Please describe your company and your position there.

MUUTAA is a healthcare AI company that is leading the way forward for clinically integrated supply chains. The MUUTAA mission powers deep learning to inform smarter decisions, support better care, and ultimately improve health outcomes. I am the Co founder and CEO of MUUTAA.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Martal Group?

We partnered with Martal Group to assist us in growing our US customer base through outbound lead generation.

SOLUTION

How did you select this vendor?

We found them on the internet and did a few interviews to learn about thier services.

Describe the scope of their work in detail.

The Martal team identifies prospects in their databases, launches outbound campaigns through multiple channels, nurtures market-qualified leads into sales-qualified conversations, and books appointments for our internal team. Once a week, we have a meeting to go over detailed information regarding upcoming discovery calls with prospects, develop strategies based on campaign data, and discuss ways to rebuttal industry-specific objections.

What was the team composition?

We have Robyn Orsini as our sales executive who handles prospecting and lead qualification. Edward Young, the sales operations manager, oversees progress, tracks KPIs, and provides detailed reporting.

RESULTS & FEEDBACK

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

In the last four months, Martal Group has generated several sale-qualified leads. Over the past month, progress has steadily increased.

How effective was the workflow between your team and theirs?

The Martal team stays in constant communication, contacting me serval times a week to go over incoming leads and coordinate sales appointments.

What did you find most impressive about this company?

As an AI-powered supply chain management system for healthcare, we have a unique position in the market that most decision-makers are not familiar with at this time. The Martal team translates our value proposition to clients and brings in a steady stream of opportunities.

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

No, not at this time.

BACKGROUND

Introduce your business and what you do there.

I’m the managing director of a Finnish software house called Delta Cygni Labs, which is headquartered in Tampere, Finland. I’m also the group director for sales and marketing for the subsidiary in Hamburg, Germany. 

Our product, POINTR, is a remote collaboration solution with augmented reality features, and it is already established in the market. We have 50,000 users across several industries, and we figured we should give the US markets a try since our Europe-based corporations also have businesses in the US.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Martal Group?

We were in the first steps of entering the US market and faced the choice of:

• skipping the market altogether;
• establishing an office in the US; or 
• working with a lead generation agency.

Ultimately, we decided to hire a lead generation agency, Martal Group.

SOLUTION

What was the scope of their involvement?

Martal provides us with lead generation and sales support services for designated areas or focus industries within the US market. They do our sales work in our name in the US. 

After training their team, we filled in a professional, comprehensive questionnaire that could help them capture and project our product and message in the US market. 

Because they are more familiar with the culture and processes in the US market, Martal guides us when it comes to who to talk to, how to address people, and how to arrange meetings with them. They also teach us certain sales approaches, such as making fully customized messages to send out to potential customers and directly approaching people via Linkedin.

They analyze which customers from the identified industries could be of interest to us and approach them to arrange an initial meeting. Through a web session, the team demonstrates our software to the identified leads. If needed, we would jump into those calls for technical sales discussions. We would also do the following up for later commercial terms.

What is the team composition?

We’re working with a team of three people: a coordinator, who is our main point of contact, and two business development managers. 

How did you come to work with Martal Group?

I had worked with Martal before in another business, and the results were excellent. Their agency is focused on software products, so they would know our current circumstances. When we decided to go for a lead generation agency, I knew they were the ones to go to. I dropped the managing partner a message and they took action very quickly. They understood what we wanted and made an offer. 

How much have you invested with them?

We have spent around $25,000. 

What is the status of this engagement?

We started in March 2021, and the project is still ongoing.

RESULTS & FEEDBACK

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

We haven’t closed an order yet, but it isn’t a problem because the sales cycle for targeting big corporations is normally half a year or longer. If we were not working with Martal, we wouldn’t even have any US leads to begin with. They are in the market, they know the language, and they are super quick and agile. With Martal, we’re able to see results within weeks.

How did Martal Group perform from a project management standpoint?

They have been excellent. I am getting reports on a weekly basis, and we have weekly project discussions. It’s a totally transparent process. 

We also have individual channels with the business development managers for certain cases. We’ve used LinkedIn, WhatsApp, and email, where feedback comes within minutes. When I invite them for a call, we use GoToMeeting since it’s the international standard. Otherwise, we use Google Meet if it’s them who’s initiating the meeting.

What did you find most impressive about them?

What I really like about Martal is that they are super professional. They have senior people working on the project who really know what they are doing. I saw that they really studied our product to better understand it and be able to send fully customized messages to our potential customers. Their market analyses are really good as well and thus far, they’ve delivered as promised.

Are there any areas they could improve?

No. I've been quite satisfied.

Do you have any advice for potential customers?

You have to be aware that not everything is on Martal, and that you also have to deliver the documents that will put them in a position to also be successful for you. If you don’t sit down and fill out the questionnaire very carefully and give them all the information about your company and product, the results won’t be as good. You have to be very clear about which industries you want to work with and really nail it down so that the quality increases more than the quantity. 

Some lead generation agencies will say they can do everything for you, but that won’t work because they don’t know your business or product that well. Martal knows the market and they know how to approach it. It isn’t about laying back and waiting; it is closely working together with them to achieve results.