Mercatus

Please describe your company and your position there.

We are a local Human Resources Consulting firm providing recruitment services, HR Administration, payroll, design and facilitation of training programmes to people managers and individual contributors, design of new/improvement of current HR processes and tools, outplacement, design and implementation of employee wellness programs and initiatives.

For what projects/services did your company hire Mercatus?

We needed someone to generate qualified sales leads for us through social media, to be able to present our services to targeted clients, increase the awareness for our services, and ultimately to close sales deals with them.

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

Mercatus approached us proactively offering their sales lead generation services through LinkedIn. They have already had a client from the HR Consulting business and we decided to test their services for a limited period of time.

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

At the kick off meeting their created a list of our potential target audience based on our requirements. We reviewed in detail all the contacts and nailed it to 30% of the original list, ensuring it contains prospects with potential for our services and decision makers from those prospects.

Then we developed the targeting messages, sales presentations for updating our LinkedIn profiles. Mercatus developed the timeline for approaching those target prospects and kept us informed every day of those who confirmed interest in meeting us. They also helped us to schedule some of the meetings with those prospects.

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

We worked with an Account Manager, social media specialist, the owner of the firm.

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

We’ve had for the first 8 weeks good results - close to 50% acceptance rate and around 40% response rate. We’ve had the opportunity to present our company’s services to approx.15 prospects for those 8 weeks and still have a list of companies to schedule meetings with.

How effective was the workflow between your team and theirs?

Mercatus provide us with a weekly report of the results, and on a daily basis with the names of those people who confirmed they would like to meet us. We have monthly meetings to review results and agree on the next steps.

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

We like the fact that they also feel happy from the results the campaign is achieving and had genuine interest what did we do to the initial list of prospects to nail it down to 30% of it, obviously very targeted.

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

From the first meeting to signing the contract it took both parties a while to organize ourselves - we rebranded our sales presentations, took us time to develop the messaging for contacting the prospects. Once we kicked off the project, Mercatus were open to our suggestions and we did not find any areas for improvement so far.

Please describe your company and your position there.

I am Operations Manager at ÖHMI Bulgaria and Coordinator of ÖHMI Group for Bulgaria.

Being a consultancy company and exclusive representative of the German “ÖHMI Group” for the Balkan Region we offer wide range of services in compliance with our customers’ needs and requirements, covering various specialized areas including:

• Certification of management systems in accordance with international standards by Accredited Certification Body ÖHMI EuroCert GmbH
• Quality Control and Laboratory analyzes by Accredited and Independent Testing Laboratory ÖHMI Analytik GmbH
• Analysis, Development and Management of quality, safety, and environmental protection (QSHE) systems and projects.

For what projects/services did your company hire Mercatus?

We turned to Mercatus as a partner to outsource the implementation of ÖHMI’s LinkedIn Marketing Campaign 2020, part of ÖHMI Marketing plan 2020, Q3.

What were your goals for this project?

The purpose of our project was to build a national brand awareness for the market of ÖHMI in Bulgaria with focus to particular industries regarding a specific portfolio of services offered by the Certification Body ÖHMI EuroCert and the Laboratory ÖHMI Analytik.

How did you select Mercatus?

We connected with Mercatus by the recommendation of a proven sales expert known to us from previous business collaborations.

Even though their price was not the lowest among the other offers, we finally decided to select Mercatus based on the quality and comprehensiveness of their final proposal, their willingness to work alongside members of our team on the creative aspects of their work.

Describe the scope of their work in detail.

Implementation of ÖHMI LinkedIn Marketing Campaign 2020 which includes:

• optimization of company profile 
• specifying parameters of objective audience
• analysis for marketing content distribution, creating a database in digital format
• reporting
• media plan
• campaign tracking and management with Account Manager (AM)
• building a comprehensive strategy for LinkedIn & Brand awareness

What was the team composition?

As responsible for this project on behalf of ÖHMI I worked closely with the assigned by Mercatus account manager for the campaign. Throughout the project we relied on the support of Mercatus management and the other team members of who were always available and punctual for our project activities.

The German colleagues from ÖHMI provided the design and content regulation of the presented marketing materials.

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

Starting from scratch with the LinkedIn platform and since this project is our first collaboration with Mercatus, we do not share analysis based on performance parameters from previous periods but on the rates reported on the current weekly and monthly basis.

The interim and final reports showed a consistent strive resulting in achievement of the set goals. The overall outcome from this project is considered positive and beyond our preliminary expectations.

How effective was the workflow between your team and theirs?

My work with our account manager, Svetlana G., was absolutely wonderful. We had a natural and easy communication on almost daily basis whether on email and phone or via GoogleMeets and Zoom for the weekly reporting. Very responsive and providing us with frequent updates and advice on all occurring matters.

Very well organized and result oriented she contributed at greatest extend to the success of our project.

Being punctual, calm, and positive and her care and dedication to the project showcased her experience and expertise not only in excellence in delivering results but also that she is a great human and I will be very happy to work together on any future projects.

What did you find most impressive about this company?

This campaign is our first endeavour with Mercatus and for that reason we were prepared to face potential challenges in understanding our company’s concept and culture.

Headquartered in Germany and having long history with different businesses, and last but not least having DAkkS accredited Laboratory and MS Certification Authority under its roof, ÖHMI is itself framed by numerous and strict compliance norms and is naturally recognized as a conservative and selective structure.

The difference between ÖHMI and many other service organizations for that matter makes us a tough client. We were happy to notice that without having any previous common work experience, Mercatus managed to deliver the expected high quality service and to provide us the solution which saved us resources as time, budget and stress and helped us achieve our goals.

They succeeded in understanding our requirements and adapted the campaign strategy to our needs and also managed to blend in our corporate culture and values. We were particularly impressed by the punctuality and timeliness of the team involved and on their friendly and yet professional attitude.

On our behalf, we hope we’ve managed to provide them with as possibly most comfortable environment to work and are certainly looking forward to engage with this company again for any brand or marketing projects that we have in the future.

Are there any areas for improvement?

We were very satisfied with their work on this project and we hope they continue to deliver consistently high-quality service and results and always to keep and to develop a modern and adequate approach towards their clients and to aim to excellence.

Introduce your business and what you do there.

I’m the regional sales director at Acronis, a cybersecurity and data-protection worldwide global leader.

What challenge were you trying to address with Mercatus?

We needed more lead generation.

What was the scope of their involvement?

They help with lead generation.

What is the team composition?

There’s one person for Romania and one for Bulgaria. They’re both full-time.

How did you come to work with Mercatus?

We did two kinds of procurement processes and selected between several local companies who were able to work at a regional level, not only in one country but in several countries.

How much have you invested with them?

We’ve spent between $25,000-$50,000 with them.

What is the status of this engagement?

We started working together in June 2020, and the work is ongoing.

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

They meet our expectations, which is increasing our revenue. They’ve generated about 200 key pipeline opportunities.

How did Mercatus perform from a project management standpoint?

It was agreed at the beginning that they would report every week with quite comprehensive reports. They send us what they do throughout the whole week.

What did you find most impressive about them?

They’re quite flexible, willing to do half time employment when things are slow.

Are there any areas they could improve?

I don’t know what they could improve. I’m happy with them.

Do you have any advice for potential customers?

I would recommend them to anyone, and I’ve recommended them to some of my friends. I’d also say to do a bit more training in the beginning.

Please describe your company and your position there.

I am the managing partner of a consulting company providing Energy Trading companies with IT solutions. We work mostly in the DACH and CEE regions.

For what projects/services did your company hire Mercatus?

We wanted to test how we can maximize LinkedIn in search on new leads and we hired Mercatus to help us with general campaign planning, refining the messaging, and helping us with the execution.

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

We got approached by them via LinkedIn and we liked their approach to communicating with us. We compared offer packages with 2 other companies and theirs seemed of the best value.

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

We had a few initial meetings to refine target groups, messaging, specific needs like language spoken, and execution approach. After this, we had a continuous chat and meetings over Teams to align on steps whenever a potential lead appeared.

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

We worked with the COO at campaign initiation, we had an account manager providing weekly reports and 2 agents at different stages of the project.

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

Our internally defined target was 5 leads. We got about 10. We decided to continue working with Mercatus on more targeted campaigns.

How effective was the workflow between your team and theirs?

Very - an open Teams chat with the key people ensured that everyone got the important messages on time.

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

I was very impressed by their professionalism and smooth transitions.

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

After the first project we identified a few items, among which more regular alignments on management level. Besides this, we reached together a new approach of smaller campaigns with targeted messages vs one large with a generic one.

Please describe your company and your position there.

I am general manager at Boleron Consulting. Boleron is software platform for digital insurance, used by the licensed insurance broker Boleron Consulting Ltd.

For what projects/services did your company hire Mercatus, and what were your goals?

We were proposing discounts to the employees of selected companies in the IT & BPO industry when purchasing insurance products from Boleron. Mercatus were responsible for the Linkedin campaign, connecting the HR teams, and proposing our services.

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

We were looking for a different kind of sales services and after interviewing a few companies we choose Mercatus as their process of understanding our needs and goals was impressive.

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

First, we made an optimization of the LinkedIn profile which we decided to be used for the campaign. Then we created a short list of the targeted industries, companies and the teams which are supposed to be the decision-making people. Together we created the texts / emails for the different stages of contacting the potential customers. And Mercatus were the one organizing the meetings / calls.

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

We worked with the CEO, a project manager and an account manager.

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

The Linkedin campaign was very successful. We reached 69 connections just for one week, more than 10 calls (meetings) per week and we send our offer to more than 50 companies.

How effective was the workflow between your team and theirs?

In the beginning, we had called every single day to structure the process and to go over our campaign. Then the regular calls were once per week but we were able to count on them when necessary.

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

Mercatus was super flexible so we were able to modify the campaign at every step of the process depending on the need.

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

Maybe (just an idea) they could have created a mechanism to stop sending invites/proposals to HR people of the companies to which we had already sent the proposals. But still, their efforts were more than effective.

Please describe your company and your position there.

Since 2015, LS-S has focused on its development as an expert in the digitalisation of human resources. We rethink all elements of the workflow by providing a multilayered service and complete customer care. Our goal is to optimize and support the work of leaders and HR professionals, as well as to help develop the new generation of work environment and culture.

For what projects/services did your company hire Mercatus?

We decided to use Mercatus services, in order to create and run for us a digital awareness campaign and to generate sales leads, whom to meet in person.

What were your goals for this project?

Our goals were to have between 6 and 8 leads per month, where Mercatus is doing the initial contacting and we are performing only the meetings.

How did you select Mercatus?

I have a previous experience with Mercatus on behalf of other projects and companies and for me it was easy to select them as a provider.

Describe the project in detail.

We are developing digital HR tools for leaders. Bulgaria was a new market for us and no matter we are based in Bulgaria, we have never tried doing business development for our own products.

What was the team composition?

We used one team member from Mercatus.

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

For 12 months we are able to perform a great number of meetings, during COVID the meetings turned to virtual ones.

How effective was the workflow between your team and theirs?

We are in constant communication with Mercatus.

What did you find most impressive about this company?

How many meetings we were able to get with companies from different economic niches.

Are there any areas for improvement?

There are always rooms for improvement. :)

Please describe your company and your position there.

I'm a CEO of Diamatix an Managed Cybersecurity Service Provider based in Bulgaria.

For what projects/services did your company hire Mercatus?

We were looking to grow and expand our reach in several other business verticals , like healtcare , Software Developement Companies , Manufacturing .

How did you select this vendor?

Its was recomended by a large vendor we work with Acronis

Describe the scope of their work in detail.

We had several kick-of meetings beafore the project starts, in order the agents of Mercatus to become familiar with our products and services and feel confiden when talking to prospects.

What was the team composition?

I have worked closly with their CEO Trayan and the team lead plus 2 agents that were involved with our project.

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

We have notice 30% increase in sales after the second month of the project. Since our product and services are complex we consider these numbers great.

How effective was the workflow between your team and theirs?

We have meetings and performance reports weekly.

What did you find most impressive about this company?

Their agents and the CEO were willing to learn more about our product and services in order to me more effective in attractive new leads and prospects for Diamatix.

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

I can't think of one at this moment.

Please describe your company and your position there.

I'm Founder and CEO of Business Model Design. It is consulting company working in "Strategy & General Management" area.

For what projects/services did your company hire Mercatus?

I hire Mercatus for "Lead Generation" project. The aim was to present the company and to attract interest and create Leads.

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

I know the Manager, but before that I started with another company. I wasn't satisfied, and so now I work with Mercatus.

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

The project is to send 3 massages with invitation requests, second massage and sending my presentation. We negotiated 4 months and exceeded them with 2 more for now.

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

I am in contact with 2 of them. One that coordinate the project and another that send me a report every week.

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

I have one little deal and I am on the way for another from the campaign. But it is less important. I am at the beginning in felling the sales funnel and I am aware that the most important is to reach more people.

How effective was the workflow between your team and theirs?

It is Ok. I have personal attitude.

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

They were personable and supportive.

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

I don't think so!

Please describe your company and your position there.

IT Services company. Managing director

For what projects/services did your company hire Mercatus?

Develop and execute outreach campaign in Germany and Luxembourg. Consult in online and digital network presence with focus LinkedIn

What were your goals for this project?

The goal of the campaign was to develop network in the region and generate virtual meeting with C-levels in the target organizations.

How did you select Mercatus?

Initially we run by the reference. We also know the founders and worked with them before and they had proven to us high level of competency and reliability.

Describe the scope of their work in detail.

- Develop LinkedIn presence strategy - help generating the target groups and populations - create and structuring sales message and campaign - execute the campaign and helping in lead clarification

What was the team composition?

Kick-off meetings with the whole team and daily meetings with the operational people. Monthly meetings with the whole team.

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

Developed more than 1000 new contacts, two new clients and number of leas.

How effective was the workflow between your team and theirs?

Great, fast and efficient

What did you find most impressive about this company?

Their competence was impressive.

Are there any areas for improvement?

No

Please describe your company and your position there.

Edenred is present in the Bulgarian market since 2003. As a part of the Group that is a world leader in prepaid corporate services, Edenred Bulgaria sets up new, higher standards of service for our clients and beneficiaries.

For what projects/services did your company hire Mercatus?

We needed someone to help us with the Social Selling and initial prospecting to clients. Nowadays it is quite difficult to get the attention of your decision makers and to present to them.

What were your goals for this project?

The goals of the proof-of-concept was to be introduced to SMB sector in Bulgaria and to have virtual meetings with the C-Levels

How did you select Mercatus?

We used to work with Mercatus before, as they were in charge with some of our Market Survey initiatives. They knew our business well, and it was easy to kick - off.

Describe the project in detail.

We are focusing on the Food vouchers

What was the team composition?

We used their Social Selling & LinkedIn marketing services.

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

For 3 months we are able to qualify hundreds of new prospects and close several clients.

How effective was the workflow between your team and theirs?

Great, always there

What did you find most impressive about this company?

Their flexibility and fast reactions impressed us.

Are there any areas for improvement?

Yes