Out2Bound

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 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.

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.

I am Sales Executive at Identrics. The company creates bespoke automation and artificial intelligence solutions, delegating organisations’ menial data and text processing tasks to machines so that humans can focus on high-end, insight-oriented work. Its solutions range from data classification and indexing to content enrichment – such as named entity recognition, sentiment analysis, all the way to automated content recommendation and generation.

For what projects/services did your company hire Out2Bound?

Four our abstractive summarization technology which is new to the market.

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

Great credentials and referrals. They have a complete and thorough process indicating that they know what to do and have described all it all on their website. They have an agile and result-oriented mindset that fits our culture.

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

The scope of the project was to organize meetings with the decision-makers of companies in the Media Intelligence industry (Media monitoring companies, Market Research Companies and Business Publishers) The goal was to get them interested in our innovative technology that can help them optimize their processes.

The team helped us by structuring a sales cadence with communication toward all verticals, the generation of prospects lists, and performing all communication up to the time of the initial call/meeting. They helped us structure our strategy and stay focused in order to achieve better results and more meetings.

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

2 people team consisting of Team lead and our main contact person who managed the whole process.

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

We managed to get a lot of vital feedback from about 20 meetings that gave us valuable insight on how to proceed further and establish a successful sales process for our new product/technology.

How effective was the workflow between your team and theirs?

Despite some delays on our end they managed to deliver everything and on time. During the last month of our cooperation, they went beyond our agreement to cover the communication with the interested prospects. They are great to communicate with and give a transparent report every step of the way.

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

They were consistent in their approach which is accompanied by an excellent process that helped us build our sales pipeline from the ground up. They have a lot of experience and agility that gives them an edge. They were adaptable, agile, and fast workers.

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

I cannot think of anything.

Please describe your company and your position there.

I am the CEO of an outsourcing IT company in Bulgaria. We have around 20 employees and specialize in back-end Java, PHP, and native mobile development.

For what projects/services did your company hire Out2Bound?

We hired Out2Bound to help us create a working strategy for client acquisition and the overall direction of the company. They also performed business development services on our behalf, connecting us with various potential clients.

What were your goals for this project?

The goal of the project was to widen our partner network and fill up our free capacity with new projects.

How did you select Out2Bound?

Out2Bound are a proven company that has been used by a number of our partners, all of them having positive outcomes of their partnerships. When we decided we wanted outside help in our BizDev department, we weren't hesitant that Out2Bound could get the job done.

Describe the scope of their work in detail.

The scope of the work was to build a business development strategy and execute it until we satisfy our needs. Each month Out2Bound selected a pool of potential partners that we filtered and they contacted. They helped organized meetings and allowed us to talk with a considerable amount of companies.

What was the team composition?

There was one main point of contact from Out2Bound's side which was managing the main volume of work. We also were in touch with a manager from their side who was overseeing the work.

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

As an outcome, we've set a number of successful client meetings. The outcome was easily achieved by Out2Bound.

How effective was the workflow between your team and theirs?

Out2Bound were very organized. They had strict rules for keeping track of their process and notifying us of results. They kept continuous communication with our team and were very responsive.

What did you find most impressive about this company?

Out2Bound are experts in their field. They deliver on their promises and you can trust their judgment and advice.

Are there any areas for improvement?

I can't think of anything.

Please describe your company and your position there.

My name is Krasi Yuriev and I am a CEO and co-founder of iRoboInvest. iRoboInvest provides Robo-Advisory as-a-Service solution to banks and financial institutions. Ultimately, we help them turn depositors into investors by implementing the robo-advisory solution directly to their banking apps.

Our digital wealth management modular platform enables superior customer experience. Banks, asset managers, and family offices can transform their online wealth management offerings by using our best-of-breed technology. The software enables the whole process to be digitized from advisory through investing and reporting. The customer gets an end-to-end customized solution.

For what projects/services did your company hire Out2Bound?

Having a great technology without the tools needed to sell it properly. We didn’t have а sales strategy, we didn’t know which market or type of clients to target first. Most importantly, we didn’t know how to start and organize the sales process properly.

What were your goals for this project?

To pick the right markets, the right client group, to set our sales strategy and enable us to have the most efficient sales process.

How did you select Out2Bound?

We have seen Out2Bound grow since the very beginning. The proved to be among the top players in the country. They are easily approachable and collaborative as a team. They bring the sales expertise we need, so in this respect, they ticked all our boxes.

Describe the project in detail.

A good consultancy can only come after a detailed understanding of our business. That is exactly what we did with Out2Bound, we sat and told them everything we know about our business. As a result, they came with the proposition about the right markets and sales strategy that we should pursue. They showed us the tools needed and the best sales channels to use.

What was the team composition?

We worked with Boris Georgiev and Zdravko Zdravkov. They also involved some of their co-workers to help. Overall, we worked with 3–4 people from Out2Bound.

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

We managed to reach 50% efficiency, meaning every two calls led to one meeting with a bank.

How effective was the workflow between your team and theirs?

Pretty smooth. It's a dynamic team, so we never had a long response time. In urgent cases, we could always phone call.

What did you find most impressive about this company?

They have a respective list of companies they work with. Out2Bound was able to introduce us to almost anyone in the industry. Their knowledge expertise is high so that we can lean on that.

Are there any areas for improvement?

Sure, we have both domestic and international sales targets. Out2Bound can boost their international presence to help companies like ours to have more international footprint.

Please describe your company and your position there.

I am the CEO of a cybersecurity company, providing services in the Security Assessment industry.

For what projects/services did your company hire Out2Bound?

We used Out2Bound to aquire new prospects, to improve our sales pipeline predictability and to achieve market exposure on new markets.

What were your goals for this project?

To provide X amount of contacts per month, interested in our services or interested to improve their cybersecurity in general.

How did you select Out2Bound?

I received a recommendation from another partner. I was attacted by the good reviews for the company regarding their Lead Generation services. I've chosen to work with Out2Bound based on their reputation.

Describe the project in detail.

O2B were hired to achieve a pre-defined number of new contacts, interested in our serviecs. They analyzed our company in details, the services we have in place and behaved like an effective part of our Sales Team when reaching out new contacts.

What was the team composition?

We were assigned a Project Manager and a Sales Representatives, both present on the weekly meetings for update on the campaign status.

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

Within seven months we aquired new contacts, which have the opportunity to be converted into a long-term customers of ours. We were able to reach new companies from our target audience.

How effective was the workflow between your team and theirs?

The workflow was excellent with ongoing meetings to provide status update and to adapt the sales campaign based on our requirements and the results from the previous month's campaign.

What did you find most impressive about this company?

I was impressed with Out2Bound's personal approach and attention to detail.

Are there any areas for improvement?

Didn't find any.

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.

I am the Business Development Manager at Next Solutions, a software services and consulting company with expertise in intelligent automation and digital transformation, headquartered in Bulgaria. Our company has about 60 employees and we serve small and mid-sized organizations in US.

For what projects/services did your company hire Out2Bound?

We hired Out2Bound for B2B leads generation.

What were your goals for this project?

We wanted to grow our business network.

How did you select this vendor?

Out2Bound were recommended to us.

Describe the project in detail.

Once we selected this vendor, we had a discovery meeting to present our company and the services we offer, as well discuss our goals and objectives. Within a couple of weeks, the O2B team came back with suggestions on how to run our first campaign, templates were presented and approved, and the execution began. Each campaign had it's own iteration of targeting, templates preparation, execution, follow-up and reporting of results.

What was the team composition?

We were assigned a manager and 1 contributor. Later on more people joined the team.

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

With the support of O2B we were able to test our market and get valuable feedback from it. They helped us establish our lead generation processes, and trained us on best practices in B2B sales process. The outcome of the project is in line with our expectations, and we consider it successful.

How effective was the workflow between your team and theirs?

O2B are easy to communicate with and very responsive. The workflow between our teams was very effective.

What did you find most impressive about this company?

Out2Bound are great professionals, with remarkable company culture and contagious spirit for success.

Are there any areas for improvement?

None that I can think of.

Please describe your company and your position there.

Business Development Manager responsible for bringing new business at the company, onboarding new clients, managing partnerships with vendors.

For what projects/services did your company hire Out2Bound?

Our company needed external help to fill in the sales pipeline with new potential clients. We hired Out2Bound to generate new leads within Europe which include: research following strict criteria, drafting powerful messages, conducting cold email campaigns, reporting.

What were your goals for this project?

Out2Bound was tasked with a very complicated challenge to bring at least 2 qualified leads a month targeting an industry that is not matured yet for using our solutions.

How did you select this vendor?

We select vendors based on recommendations. One of our partners shared with us their positive feedback about Out2Bound, then we met Zdravko and the team. It didn't take much time to evaluate the potential and we signed the contract in 2 weeks.

Describe the project in detail.

Our company sells customized customer experience solutions that require specific knowledge and background in order to understand and potentially sell our services. That is why we had numerous meetings and calls in the beginning so that Out2Bound would use their talent the best way and help us acquire new clients.

After providing them with the foundation it was easy for us because they did all the work afterward: scoping the sales strategy, drafting cadence, sending out messages, handling objections. It took slight adjustments and guidance within the process from our end. The final result was an invitation for a call or a demo in my inbox.

What was the team composition?

Out2Bound was transparent from the very beginning of the project providing us with a research team, 2 account managers, and a dedicated senior executive.

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

At the beginning of the project, we were a bit skeptical because they were targeting a very conservative industry with a proposition for innovation. The first month was not great in terms of results. Then they initiated changes in the sales approach and we witnessed a major increase of open and response rates which resulted in scheduled calls with prospects with identified needs.

It was easy for us to move these prospects up to the sales pipeline. But I was amazed by the results during the hardest time of the year. We had 3 demos with multinational companies during the very hard time of COVID-19 in March 2020. The account managers showed discipline, tenacity, and creativity during this period of time.

How effective was the workflow between your team and theirs?

Out2Bound team had become part of our company for the time of this partnership. We used internal channels of communication. We even had phone calls at 9 pm to discuss prospects'answers and how we could address their objections and questions the most effective way. Their commitment and dedication helped our company to speak freely and exchange ideas.

What did you find most impressive about this company?

- Curiosity - Transparency - Quick response - Openness to propose new ideas - Easy communication All of this resulted in open opportunities for a million euro new business.

Are there any areas for improvement?

They need to hire more people so to help more companies get great results.