The top end of the sales funnel has traditionally required a full time BDM hire. By leveraging software and data along with experience and expertise, much of the process of building an ABM (Account Based Marketing) list and generating initial interest and booked demos can be automated for early stage SaaS Startups.
The outbound BDR role, while it can work, is hard. The B2B buying process has changed and prospects email and LinkedIN inboxes are flooded. Buyers want to do their own research on a company online before engaging with a rep. There are several things to have in place before it makes sense to hire an outsourced BDR or SDR team to do cold email or LinkedIN outreach:
Once these things are in place, response rates will increase and outsourced BDR and SDR services will have a much better chance for success.
For funded startups, Series A and B is often the sweet spot for outsourced SDR services.
Create ABM (Account Based Marketing) lists = Who to Target. Discovering companies that may be in market for your solutions or a particularly good fit based on their profile. Methods can include: *Technology Installed (Builtwith, Datanyzye) - find out what front end web technologies and target those segments. *Intent Data Providers - Bombora and related intent data providers can report on which companies are actively researching your related topics/keywords. *Social Listening by Keyword/Topic - Syften, F5Bot and other social listening tools can alert you to conversations on Twitter, Reddit, Slack, and other targeted communities discussing and searching for your solutions.
Messaging - We'll develop outbound email scripts and marketing messages based on your product, marketing, segments, buyer profiles and A/B test them.
Set up and run cold email outreach sequences to drive demand and booked demos. We take a targeted, personalized approach to outbound email and LinkedIN outreach (anti "spray and pray"). No brand tarnishing; No IP, email blacklisting or spam issues.
If budget allows, we can run ABM programs to target just identified accounts and serve them ads and content to generate leads efficiently and at scale.
Have inbound leads that need to be qualified? SaaSBoost.io can fill the traditional SDR role and qualify leads and move along to the next stage of the sales process.
LiveWebinar is a SaaS webinar platform based in Poland. Established first direct US and NA sales presence. Built a database of prospects, helped evaluate and implement CRM (PipeDrive); set up outbound marketing automation/cold email outreach funnel(Woodpecker). Quickly got up to speed on complex, technical SaaS webinar platform in a new market and have a growing customer list of enterprise and white label customers.
Envato is an Australian based digital learning platform and marketplace. As long term partners we own the full sales process even through operations and billing/collections.
Envato Tuts+ is an Australian based company with a network of tutorial based websites. Almost all of their revenue comes from subscriptions and a digital goods marketplace. Their Tuts+ division has a network of tutorial based websites for web developers, designers, creatives, and business owners. Online advertising, content and marketing programs are not a core offering so it made sense to outsource this portion of the business. SaaSBoost.io came in and:
1. Set up ad products strategy, pricing and consulted on media kit and overall advertiser value prop. Focus went beyond display, mostly growth around sponsored content/native ads
2. Handled all ad operations including trafficking and reporting
3. Invoicing and collections
4. Through outbound sales have grown revenues 5x. Key wins include first time advertisers like Amazon, Microsoft, Adobe, plus a host of smaller tech startups including New Relic. Several long term, larger deals with multiple ad products bundled as part of integrated buys. Sponsored and custom content has been the biggest growth driver.
A partnership going on 7 years has driven millions in revenue. Customers include AWS, Microsoft, New Relic, Adobe, Atlassian and many web developer and design focused startups.
ProgrammableWeb is the web's oldest and largest API Directory, a media property owned by SaaS vendor Mulesoft (now Salesforce). One tactic that was efficient and effective was to build a Python script to scrape company mentions and links to inform a personalized, relevant and timely automated cold out reach sequence. Using Snov.io (data/lead info), marketing automation (Quickmail.io), and booking (Calendly) software, the result was an automated pipeline of 50+ monthly warm leads and booked calls.