Outsourcing Lead Generation Case Study for Social Media SaaS and Professional Services

The Challenge

The Technology Company developed a real time analytics technology had already launched into a non-marketing focused vertical with success but limited growth potential. The product worked well but the market was not big enough. The initial company needed more capital for growth. Series B investors required new vertical and marque client traction to close round. The company had no internal competency in market research, analytics, solution sales or ad agency sales.

The Solution

Outsourcing Lead Generation – Staff three lead generation reps for first 120 days to fill the pipe
Sales Consulting and New Product Launch – Simultaneously worked with client executives and took existing technology and sales repackaged new verticals
New Product Launch – Staffed inside rep and sold initial low end intro packages.
Outsourcing Sales – Cut lead gen team in half and staffed a full time enterprise sales representative to move into elephant hunting mode
Sales and Account Management Recruiting – Trained two senior sales representatives hired directly by company as Gabriel Sales blended team filled their pipes. Recruited a Market Research PhD to manage client servicing
Sales Process Consulting – Functioned as temporary SVP of Sales and Marketing

%

Pilot Deals Closed

Fortune 500 Companies Renewed

Additonal Pilots

Agency Relationships Scaled

The Results Were Amazing

First 180 days
- 18 pilot deals closed
- One of the top 3 players in; CPG, Entertainment, Beverage, Office Products, B2B tech, Management Consulting, and Retail closed
- 2 of the top 4 Advertising Agencies running pilots. 5 other smaller agencies piloting
- Series B round closed
Second 360 days
- 12 additional pilots
- 2 Agency relationships scaled leveraging solution across 5 or more Fortune 500 clients per agency as recommended solution
- 5 Fortune 500 clients renewed and scaled from pilot to annual deals – three to $200K plus, one to $300K plus, one $500K plus
- Helped to recruit a President to oversee entire business development, client services and sales operations
- Transitioned Gabriel Sales team over as employees of the company

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Lead Generation Case Study for Social Media SaaS and Professional Services