What was the scope of their involvement?
We started with a pilot engagement of three months wherein they provided limited company development services for us. Initially, we trained them on our product and services, things we have tried in the past, and the criteria we were looking for. It was very quick. They already had experience with this kind of work, so their team was quick to grasp what we needed and prepared a campaign plan that helped us define our target markets and what services might be successfully pitched to different prospects. From there, they took care of everything for us. They reached out to prospective clients or sponsors in our name and scheduled qualified appointments.
They’ve used their own databases, but they also have access to other databases, which are data providers. They go into the target contact list and then reach out to them via email, phone, and LinkedIn and set up appointments for us. But that’s not where their value comes from. Anyone can send out an email and ask people to come to a meeting. We’re only looking for people who want to know about our company or are interested in our product and services so we can help them implement their solutions. SalesAladin has worked off that criteria. Each lead they delivered met our criteria.
We are now looking a similar engagement; we've extended to one year now. We are hoping to grow more outbound channels with certain partners. Another channel we want to establish is on Clutch. We want to put our responses there to get reviews. So far, we have 700 clients who we will ask to put a review on Clutch so that we can sponsor a few pages on Clutch. The third channel is inbound. We are investing a lot of money and resources towards content strategy and solutions using emerging technologies. We’re focusing on those areas.
What is the team dynamic?
It’s a small team, working in a small channel we’ve established together. They were pretty much ready to go. They have a training department, so we just had to train them on our business’ international market culture and on how to pitch particular products or services.
How did you come to work with SalesAladin?
I initiated contact with Abhishek [Director, SalesAladin] through some mutual friends. We engaged them on a trial basis first. In the past, we have tried various agencies, but we were getting mixed results. When we engaged SalesAladin, we were skeptical as to whether it would yield the results we wanted. We had paid high fees with other companies to receive mixed responses. SalesAladin was very niche, with around 20 people. Their pricing was competitive compared to what we would pay if we hired somebody in-house. Their cost was one of the major pulls to go with them. They also had a lot of success stories. They showed us live demos that they had converted for past customers. That’s where we gained trust. They gave us a few references to check as well. I called them and got good reviews about their work.
How much have you invested with them?
It’s a monthly retainer package, around $12,000 per month.
What is the status of this engagement?
We started working together in July 2017 through September 2017, and have just signed a year-long contract with them.