Out2Bound

Please describe your company and your position there.

ERP.bg has 25 years of experience in the field of business software, including its own ERP and CRM solutions. Our mission is to create the first of its kind ERP ecosystem, connecting startups and other third party app developers with the business clients and securing the integration between the apps and the corporate ERP.

For what projects/services did your company hire Out2Bound?

The main idea of this project was to actively approach the Bulgarian market and collect the feedback from the potential clients in order to improve our services and growth in terms of the number of client and presence in different regions.

What were your goals for this project?

We mandated Out2Bound to generate qualified leads, calls and meetings with prospective clients. The main goal of this project was to actively approach the Bulgarian market and collect the feedback from the potential clients in order to improve our services and growth in terms of the number of client and presence in different regions.

How did you select this vendor?

After strict research of companies which can help with finding potential leads and can take care of our sales funnel - we choose the local provider in the face of Out2Bound. The process was pretty clear, they went with us through every step of the sales process, showed expertise and previous experience in doing b2b tech sales.

Describe the project in detail.

The scope of the project was to organize an introductory meeting with C-level management of which are companies operating in Production and Distribution as industries. The account manager assigned to this project was structuring a sales cadence with communication, creating a prospects list, and doing initial conversations with contacted prospects as well as booking meetings for us.

Out2Bound’s team help us to create and find the right value prepositions for our products and services, advised us on tips and tricks, and give us insides for each aspect of the whole process.

What was the team composition?

There was an account manager, with whom we were actively working on a daily basis and 2 more people responsible for generating the right prospects for every month. One the other side one of the seniors specialist was operating as a team leader of the account manager assigned for the project, as his main interaction with the project was to discussing results and observing possible new strategies.

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

In the last few months, we manage to meet over 40 different companies and continue active communication and negotiation with two of them. The feedback given form some of the companies was that implementing new ERP wasn’t the property for them, but the persistence and communication of my account manager, was a crucial factor for them to accepted the meeting offer.

How effective was the workflow between your team and theirs?

During the whole project we have fixed weekly meeting, but often we communicated at least one per day. Outside of that, we have our monthly meetings one which we take a look back of the past campaign, analyzes the result and the collected feedback and build the strategy for the upcoming month.

What did you find most impressive about this company?

The structure and way of communication and most specifically the first sales approach. I appreciated their persistence during the whole process The transparency and honesty of the team towards me The fact that we manage to have over 40 meetings with companies that were our wanted client profile

Are there any areas for improvement?

No

Please describe your company and your position there.

For about 20 years, Bianor has been designing and developing unique software solutions for leading technology, media, and telecommunication companies. Our highly skilled staff work from offices in New York and Sofia. We’re NATO AQAP 2110 & 2210 and ISO 9001:2008 certified and have received industry recognition like the Innovative Enterprise of the Year Award and the LISA Top Product Award.

For what projects/services did your company hire Out2Bound?

As we began focusing on a new service niche, we needed an expert team’s assistance with lead generation and related operational sales activities.

What were your goals for this project?

Our goal was to reach out to the media as well as telecommunications and video streaming companies. We wanted to share the news of our company’s recent accomplishments with in-depth video expertise.

How did you select this vendor?

Another one of our partner companies recommended Out2Bound. After conducting an interview, we started working together.

Describe the scope of their work in detail.

Out2Bound identified potential partners, sifted contacts and databases, and generated e-mail campaigns. They set up B2B phone calls and prepared all the necessary information beforehand. The team compiled thorough reports on our e-mail marketing’s impact. Lastly, they arranged meetings for the tech events and conferences we attended.

What was the team composition?

We worked with one dedicated sales expert from Out2Bound.

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

Out2Bound helped us revive our digital presence. They conducted outreach to help us secure potential new customers. These efforts helped us share the news of our company’s focused video solutions expertise.

How effective was the workflow between your team and theirs?

Out2Bound was proactive and disciplined at performing the tasks that fell under their purview. They were consistently available for meetings, discussions, and brainstorming sessions, and we could contact them online at any time.

What did you find most impressive about this company?

We enjoyed Out2Bound’s professional attitude and energy. They provided skillful consultancy around the sales and marketing space.

Are there any areas for improvement?

None come to mind.

Please describe your company and your position there.

I am founder and CEO of Zwerit GmbH, a software testing services company. We're a small company of less than 20 people and we perform all software testing activities from planning to execution for FinTech companies.

For what projects/services did your company hire Out2Bound?

As our services are specialized we need to actively get in contact with potential new clients in our specific domain. Out2Bound designed a custom process for this and introduced and trained our staff in workshops. They stay available for support and questions, whenever we have such. Also they provided a set of KPI's to monitor the process, so that we can learn and evolve it over time.

What were your goals for this project?

We wanted to have a process established, people trained in how to use it, a playbook, that documents the process and some KPIs to monitor the process effectively. As a small company also it matters, that there is not much of an overhead for us and that we can straight forward start generating leads.

How did you select Out2Bound?

We had personal recommendation from friends in the area as well as we compared against a second company, delivering similar services. Out2Bound offered more flexibility, more customization and also more of a long-term perspective for future collaborations, in case we grow to a point, when we want to externalize this process.

Describe the project in detail.

In two extensive interviews they evaluated our specific needs, then prepared a first custom workshop and created some custom materials for it, to introduce and discuss their suggested process to establish. Then we had one week time to try the process ourselves, write down questions, bring up suggestion and in general collect first experiences with the intended process.

In a second workshop questions got answered, some parts of the process got refined and the playbook got introduced. Also we received as well a video of the whole workshop with the specific action steps, so at any time we can check again, if we don't remember it by heart.

They are still available for questions and are in general always helpful, when we have some uncertainties or needs while executing this process.

What was the team composition?

From our side, we involved Management, Testing Experts and the person, who will mainly execute the process afterwards. From their side, there is a lead consultant as well as the head of business development.

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

Very fast after the process got introduced we saw some results. Much of our hesitation in contacting potential clients was relieved and we got some good figures that let us point by point improve the process and making it more effective.

Meanwhile we have regular meetings with potential new clients as well as regular meetings to discuss and further improve the process itself and/or to coordinate and start a campaign ourselves.

How effective was the workflow between your team and theirs?

Very effective. They were always open for our questions and could explain all the points in a way, that we easily understand.

What did you find most impressive about this company?

They have a very professional approach and a deep understanding of the topic, while at the same time being humble and kept it rooted.

Are there any areas for improvement?

From our point of view, it was and is a great experience with them.

Please describe your company and your position there.

I am the CEO of IT Outsource Ltd. - a fast-growing IT company with more than 10 years of experience designing, implementing, integrating and supporting different IT solutions. The focus of our services is IT Infrastructure, Consulting, and Support services."

For what projects/services did your company hire Out2Bound?

My company has been growing actively through referrals. Though quite an effective channel for us in terms of finding business, we needed a way to establish a predictable and scalable pipeline of potential new clients to establish sustainable growth. Our expertise lies in the technology domain and we needed experts to help us with setting a strategy for sales and after that assisting us with its execution

What were your goals for this project?

We wanted to have more deals. Having in mind the complexity of our solution and that we usually need to perform a technical assessment, before closing a deal, we decided that a lead generation services will be more adequate to our situation where someone would assist us with opening the conversations with decision-makers in our target market.

How did you select this vendor?

I researched possible companies that can help with finding sales leads and saw that there are such services offered, but only 1 locally. After sending a request for information with Out2Bound they invited me in their office and gave me details on their work, what I can expect and what they require before starting work.

The process was quite clear and they were positive and showed expertise and previous experience in doing b2b tech sales, which led me to the decision to start using their service.

Describe the project in detail.

The scope of the project was to organize a face2face meeting with the top management (owners, Managing Directors, and CEO) of big companies in manufacturing, retail, pharma, and logistics. The goal was to get them interested in an initial analysis of their infrastructure and how stable their systems and safe their data is.

The team helped me by structuring a sales cadence with communication toward these people, the creation of a prospects list, and actually doing these initial conversations with those people and booking meetings for me.

They helped me structure my strategy, advised me on tips and tricks, and even helped me with participating on a few of the meetings and with not forgetting to follow up the meetings.

What was the team composition?

The team consisted of one main person who I was talking to and was doing the actual contact with the companies. Also, they've told me that 1 or 2 people participate in the market research part but haven't personally met them.

The person I've signed the contract with is always in all conversations and giving comments from time to time, and one TL was handling the management of this main person who I talked with. This TL was active when discussing results and possible new strategies.

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

We managed to close 2 deals due to their effort and have talked with more than 30 companies in the last few months. Some of the companies I met with shared that they wouldn't usually meet a company like mine but the persistence of my salesperson made them give us a shot.

How effective was the workflow between your team and theirs?

The salesperson I was working with mainly was quite active and really pushy (which I quite often need with my tight schedule). We communicated at least once per day, but quite often - multiple times during the day.

I am happy with how they were proactive part and included the TL and the person I signed with when we needed to discuss more important cases with companies or our sales strategy.

What did you find most impressive about this company?

• They helped me close deals
• I was impressed with the structured approach they had to understanding me and my company when we were starting work
• The transparency and honesty of the team towards me
• The persistent and structured approach they had toward sales

Are there any areas for improvement?

They delivered what they promised. Yet I would like them to participate more in the process after setting a meeting, but they said they prefer not to focus on this.

Please describe your company and your position there.

Tumba Solutions is a trusted software development partner for ingenious startups, SMEs and enterprise businesses worldwide. Company involvements vary from designing and developing mobile applications and MVPs to building distributed systems at scale while transforming existing products with cutting edge technologies and concepts.

We are also working on in-house products in web 3.0, SSI, EMM and Digital Health space. My role is Head of Business Development.

For what projects/services did your company hire Out2Bound?

Our company was able to source new projects only based on recommendations. We wanted to gain knowledge of how B2B IT sales work, build our internal processes, generate new business opportunities and expand our network. We saw that there are many vendors on the market offering outsourcing of sales for IT companies.

We needed a partner who can help us build understanding and an internal process of lead generation as well as lead the research and outreach to the target industries. We hired O2B to develop and execute a 3-wave sales campaign, research target domains and provide us with new business opportunities.

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

We were looking for a sales development agency that helps technology companies to attract new b2b clients and access new markets. We considered multiple agencies, looking at their services, price structure, and communication style. However, O2B has been on our radar for a few years.

They have been recommended to us, but in the end they reached out to one of our co-founders. Their approach and communication style were what made us decide to work with O2B.

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

O2B shared with us a Questionnaire based on which we had 2 follow up discussions in order to identify the target domains, markets, types of services and companies that will be ideal as a new client. We shared with them a few communication materials and they developed the complete communication strategy, cadence and reached out to the selected leads.

They also suggested process improvements, gave us recommendations on our communication materials and provided us with very helpful tips before each call with potential clients.

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

Our main point of contact is an account manager and one of the co-founders, who is also Head of Operations. We were also in contact with the other co-founders.

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

We expanded our network extensively. We had several productive meetings with potential partners and we landed a new client, 100% matching our criteria.

How effective was the workflow between your team and theirs?

We had weekly online meetings to go over their performance and align on tasks. If there was a time-sensitive issue, we communicated in a dedicated Slack channel. They were always quick to respond, propose new ideas and follow-up on the assignments even if they were slightly out of scope of work. One of the other co-founders also checked in with us every month.

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

O2B have a great communication style, they are truly involved in the assignments and always try to get the bigger picture and improve it. Even though we had an agreement for an outbound sales campaign, they helped us by improving our communication materials and preparing us for the calls with potential clients.

They gave us valuable insights on sales process and negotiations. They were extremely quick to identify leads and follow up on any of the ad-hoc assignments.

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

No. They not only delivered what was committed but over delivered.

Please describe your company and your position there.

I am Marketing Manager in a well-established software development company in Bulgaria. The company provides a wide range of IT services - R&D, custom software development, IT consulting, SI, etc.

For what projects/services did your company hire Out2Bound?

Our company wanted an external partner to support the internal marketing team in demand generation - lead gen, and account management on Linkedin, targeting C-level management from the banking industry. We worked with Out2Bound a year ago and were very satisfied with their practical approach and proven methodology and therefore decided again to contract the team.

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

WOM and peers' recommendation

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

Together, we have developed a lead gen strategy and plan how to reach our target audience. The project started with the definition of buyer and user personas, pain points, a brief description of our services and products, and what kind of client's problems can be addressed. Then, the agency prepared cadence communication and a list of prospective contacts, which was fine-tuned regularly. The agency carried out all email automation, database update, cold calling, and meeting arrangements with prospects. The workflow was streamlined; however, all changes were made agilely when needed.

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

2 people - 1 account manager and 1 supervisor

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

At the project start, we defined monthly KPIs. Each month the team has outperformed the stated KPIs, and even more, they have suggested ideas on how we can improve the results.

How effective was the workflow between your team and theirs?

Excellent communication and collaboration.

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

They jumped into our shoes very quickly; the initial training was short yet productive. The guys are very adaptive and tech-savvy, so they quickly grasp the concept of our services and products.

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

I don't think so right now they are doing things right.

Please describe your company and your position there.

I'm managing the Bulgarian branch of a Norwegian fintech company.

For what projects/services did your company hire Out2Bound?

We needed a proper sales process and execution and in place in order to successfully grow a merchant network on the local market. Having a dedicated team in house was not an option therefore we contacted Out2Bound.

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

We had a direct contact and very good references. After meeting with the management team and discussing the pain points, they came up with a very detailed proposal matching our needs, so the decision to hire them was a no-brainer.

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

The project consists of:

• research and preparing lead databases based on set criteria
• sourcing contacts
• developing cadence plan, email content and phone call script
• series of contacts and follow ups
• meetings

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

There are 3 people dedicated to our project.

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

All leads were contacted in a structured manner, diligent follow ups were in place and detailed reporting.

How effective was the workflow between your team and theirs?

The collaboration goes very smoothly.

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

impeccable process structure and approach; Care, getting into the precise context of the project. Dedication and attention to detail.

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

It took some time for the team to get familiar with the industry and required a lot of involvement on our side and clarifying the general aspects over and over again. That could be due to the junior team. Overall they handle the project well.

Please describe your company and your position there.

Our company is a creator of broadcast software solutions. I am in charge of the operations and strategy of the company.

For what projects/services did your company hire Out2Bound?

Out2bound helped us on the sales side, specifically the outbound marketing in our international expansion.

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

Out2bound has been recommended to us by some of their customers. The methodology they offer was also decisive because they use already proven concepts. On the other hand, the company remains flexible. The company uses an approach with a predetermined but flexible schedule, clear reports, understandable segmentation of stages, and a results-oriented attitude.

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

Out2bound provides an outbound marketing strategy and execution. Out2bound’s team was in charge of preparing and executing the defined action plan by contacting B2B customers who might be interested in our solutions. By establishing the connection through various channels and scheduling, intro calls Out2bound were able to execute their part of the mission.

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

We had a team of 2: an operational manager and a leader.

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

Thanks to their experience and knowledge in outbound marketing, Out2Bound saved us a lot of time establishing the first contact with potential clients. This enabled us to focus on inbound marketing and our core business: software solutions. We took the customers after the connection was established and focused on their needs, projects, and solutions. We didn’t need to split resources between sales, pre-sales, or outbound marketing. We were focusing on the pre-sales side.

How effective was the workflow between your team and theirs?

Having updates weekly was helpful to be agile enough and adapt the direction if needed. The report, on the other hand, helps better build the new campaigns and the overall strategy. Out2bound are also very flexible, which is a big plus.

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

We were impressed by their speed of execution of the milestones. The second thing which comes to my mind is their proactive attitude: if something doesn’t work enough or there is a field for improvement, they always come up with an idea how to improve, straighten or change the situation.

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

They are open-minded and accept new ideas for improvements, making their service flexible and adaptive to various situations. They embrace new ideas.

Please describe your company and your position there.

I'm a partner in a software and consulting agency which builds quick and customised AI solutions which help the business to become more effective by implementing innovative solutions.

For what projects/services did your company hire Out2Bound?

Out32Bound helped us to build our sales process organised around the needs of our company. They enabled us with the proper set of practices to allow us to grow our sales pipeline.

What were your goals for this project?

The goal of the project was to enable the core team to be able to execute a sales strategy which fits very well to our current set up and our strategy goal of gaining a desired position on the market which we target.

How did you select Out2Bound?

Out2Bound very well understood our current situation and did a great assessment of what we needed to take a step forward move our sales function to the next level.

Describe the project in detail.

We managed to go through the building blocks of a sales function tailored exactly to our needs by a series of workshops and hands on trainings on the different topics where we were lead by the Out2Bound consultant with a very practical set of advisory techniques.

What was the team composition?

The project was led by the Out2Bound Head of Sales Ops and it involved a very well defined framework which we followed until the successful project completion.

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

The outcome was a well defined and working sales process which we follow to grow our sales pipeline.

How effective was the workflow between your team and theirs?

The communication between us and the vendor was very smooth and the project was always going on track.

What did you find most impressive about this company?

The vendor's team has a huge experience in the area and also managed to provide the proper advice for us based on our current stage or maturity.

Are there any areas for improvement?

No

Please describe your company and your position there.

We are a Swiss editor of data privacy compliance and consent management software. I am in charge of developing the company on international markets, starting with France and the UK.

For what projects/services did your company hire Out2Bound?

We have hired Out2Bound to generate qualified leads, calls and meetings with prospective clients in France and the UK.

What were your goals for this project?

Our goal was to generate at least 1 meeting per month.

How did you select this vendor?

After exploring several options, we selected this vendor as they seemed to be the most qualified to help us achieve our goals at a reasonable cost.

Describe the project in detail.

The project consists of qualifying potential clients and reaching out to them via LinkedIn, email and phone to organize a call or meeting with the decision maker.

What was the team composition?

Out2Bound has been very responsive and hired a French speaking associate when it became obvious that it was a requirement to be successful on the French market. This made a big difference in results.

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

We've had about 3-4 calls/meetings per month so far. Exceeding our initial goals. As we go, we are refining our prospection strategy with Out2Bound to improve these numbers. We are now considering using their services for other markets like Germany and Canada.

How effective was the workflow between your team and theirs?

The workflow is quite effective and again Out2Bound has been very flexible and has been using our own CRM tools and complying with our own internal processes.

What did you find most impressive about this company?

We appreciate their capacity to adapt and change their ways to address new situations.

Are there any areas for improvement?

Not at this point.