Red2Black Group

BACKGROUND

Introduce your business and what you do there.

We’re a SaaS provider that offers a shipping solution for manufacturers and other people who need to ship parcels worldwide. My job is to facilitate sales operations and enablement.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Red2Black Group?

Our company’s logistics were formed by a number of smaller companies working in the same shipping space, specifically on the pricing and stamping services. Each entity had its own way of doing business, so we hired Red2Black to help us with logistics and bring all the different sales teams into one infrastructure, entity, and function.

SOLUTION

What was the scope of their involvement?

Red2Black helped us design our sales process to match our sales objectives. They merged 3–4 different sales operations, using their knowledge of different sales organizations to create a new system for us. The team brought our resources together to build a sales infrastructure for a larger company to increase our market share. 

Additionally, they helped us with CRM integrations using Salesforce. Red2Black designed a sales process and approach, mapped them out, and integrated them into a new CRM. 

What is the team composition?

We worked with up to four people from Red2Black, including Patrick (Founder). 

How did you come to work with Red2Black Group?

They were referred to me by another sales professional who had worked with them. We needed someone who had experience in sales processes and training and enablement, and we chose Red2Black because we believed they’d be the most flexible and the best at putting together the solutions we needed. 

How much have you invested with them?

We’ve spent somewhere between $25,000–$50,000.

What is the status of this engagement?

We worked together from September 2016–January 2017.

RESULTS & FEEDBACK

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

Red2Black was very efficient; within a couple of months, they were able to map out what we needed. Their process was very practical, and they were on top of identifying and managing the design of the entire sales infrastructure. 

How did Red2Black Group perform from a project management standpoint?

The team was very much on top of what we needed and was good at managing expectations. We communicated via meetings, calls, and emails. They were also very responsive; we had meetings out of town, and they showed up.

What did you find most impressive about them?

Red2Black was very good at understanding what our organization needed. They were experts in sales processes and enablement, and that expertise, combined with their knowledge of CRM, was really what we needed. 

Are there any areas they could improve?

They could have turned in the proposal a little bit faster. However, that delay was also our fault. Overall, we had a good experience with the Red2Black — they were very easy to work with.  

Do you have any advice for potential customers?

My advice is to be open and use Red2Black as part of your team.

BACKGROUND

Introduce your business and what you do there.

I’m a former sales executive of a nonprofit healthcare technology organization.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Red2Black Group?

To leverage our offering synergies, we needed to tie our products in a single and comprehensive message.

SOLUTION

What was the scope of their involvement?

Red2Black Group helped us with sales enablement work, marketing, and pitch decks. They came in and assessed what we were selling, our current practices, and our mission and vision. They also worked with us to create a sales playbook for each product offering. After that, their team assisted us in piecing a sales presentation together with a storyboard.

To jumpstart the project, we went through many interviews and talked to people from their team so they could understand our company and what we needed. They also reviewed our website, sales materials, and collateral.

What is the team composition?

We only worked with Pat (CEO).

How did you come to work with Red2Black Group?

They were referred to us by a colleague who worked with Pat in the past.

What is the status of this engagement?

We worked together from August 2018–December 2019.

RESULTS & FEEDBACK

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

Their work helped the company increase its sales closing rates by around 5%.

How did Red2Black Group perform from a project management standpoint?

Project management was one of their best attributes in both professional and personal levels; they were able to pull people into the same room across multiple departments that had a contentious relationship and turn it into a conversational approach to align everyone into our objectives.

What did you find most impressive about them?

Red2Black Group seemed like they had expertise in the job compared to other providers. They gave me the impression that they were founded in reality because they didn’t come to us with their fancy lingo; it was very true to life and very digestible, making a more impactful, realistic, and unique look. 

Working with them was great because they were approachable, excellent listeners, and provided good follow-ups even after completing the project. Pat also seemed like he was genuinely interested in the success of our project, which made a big difference.

Are there any areas they could improve?

I don’t think there’s anything they can improve on — I honestly wish we would’ve had more time with them.

Do you have any advice for potential customers?

Be open and honest with your requirements; if you don’t speak out, you probably won’t get the most out of their work.

BACKGROUND

Introduce your business and what you do there.

I am the owner of a consultancy in the energy industry. Our specialty is helping Israeli technology companies penetrate international markets. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Red2Black Group?

We needed a firm with experience in North American markets to help us train and manage our sales team as we expanded into new markets. 

SOLUTION

What was the scope of their involvement?

Red2Black Group trained our sales team, finessing our sales pitch and value proposition. In the beginning months of the partnership, they also shadowed our sales calls for quality control. Once our sales team was trained, Red2Black Group began managing our sales. They integrated Salesforce into our sales processes — they oversaw every aspect of the sales, from lead generation to contract signing. 

What is the team composition?

I worked with Patrick (Founder). 

How did you come to work with Red2Black Group?

I worked with Red2Black Group at my previous job and brought them on when I needed sales training assistance at my current company. 

How much have you invested with them?

We invested around $220,000 with Red2Black Group. 

What is the status of this engagement?

This partnership was from May 2017–June 2020. 

RESULTS & FEEDBACK

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

Red2Black Group’s expertise helped us increase our sales numbers by 50%. I really enjoyed working with their team, and I plan to work with them on another project. 

How did Red2Black Group perform from a project management standpoint?

Red2Black Group had weekly meetings with my sales team to track sales progress. They ensured that they met all of our deadlines and stayed within budget. I generally traveled to the US once a month for in-person meetings, and in between those meetings, we communicated via Zoom, phone calls, and emails. 

What did you find most impressive about them?

Patrick was smart and experienced. He was committed to his work and more than just a consultant; Patrick was our partner and an integral part of our team. 

Are there any areas they could improve?

I can’t think of anything for Red2Black Group to improve. 

Do you have any advice for potential customers?

I had a great experience with Red2Black Group from beginning to end, so I’d advise anyone looking for business services to hire them. 

BACKGROUND

Please describe your company and your position there.

I am the VP of Sales for a small company specializing in networking and media in the Government Contracting market.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Red2Black Group?

Our sales team was expanding rapidly and I needed help integrating, training, and maximizing the strengths of the various members of the team

SOLUTION

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

Pat had a great rapport with me as well as each of the team members. His experience successfully managing small business sales teams was very valuable as well.

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

Pat worked individually with each member of the team on areas identified through consultation with both me, and the individuals. He also worked closely with me on ideas to maximize our talent and helping create individual sales forecasts for our team members

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

We received individual attention from Pat himself the entire time.

RESULTS & FEEDBACK

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

Our sales in the two years since we worked with Pat have consistently increased, due in no small part to the knowledge imparted by Pat. We have also successfully retained the talent the Pat helped us integrate and train.

How effective was the workflow between your team and theirs?

Pat was always very easy to reach and met every deadline he was given.

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

Pat's knowledge of sales was awe-inspiring. He has a knack for being able to see each salesperson as an individual and identify the best way to reach them.

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

None that I can think of.

BACKGROUND

Please describe your company and your position there.

I'm the Director of Cloud Services for our Company. TechnoMile is relied upon by GovCon, aerospace and defense, and other types of companies doing business with the government, providing a transformative cloud platform for go-to-market through contract closeout that elevates enterprise performance and provides an information advantage.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Red2Black Group?

We are fast growing company and we needed a way to quickly impose efficient sales analytics, pipeline and product offerings.

SOLUTION

How did you select Red2Black Group?

We did an RFQ process and through that and check-ins with other partners we choose RedToBlack.

Describe the scope of their work in detail.

We requried extensive documentation of our current processes, gap analysis. A presentation for the executives or where we were and the best way to navigate to where we wanted to be along with group training, and individual "ride alongs" with follow up documentation.

What was the team composition?

They worked closely with Company executives, Sales executives, and individual Account Executives.

RESULTS & FEEDBACK

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

We have seen a 50%+ uptick in sales presentations, leading to a large increase in revenue, so much so that we have to re-evaluate our post implementation support staffing requirements.

How effective was the workflow between your team and theirs?

Very effective and efficient. No egos and no hidden agendas.

What did you find most impressive about this company?

The willingness to listen and dig deep into the "on the street, and on the call" processes and details. They were professional, honest, and efficient.

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

Nothing worth noting.