The Client’s marketing team was under constant pressure to demonstrate and deliver tangible value to the sales organization and the VP Marketing was mandated to accelerate inbound and outbound lead-gen results which could impact current year sales results.

 

The Client considered building an inhouse business development team from scratch, but this was vetoed by Finance after lengthy due-diligence. Consideration was given to offshore outsourcing of the lead-gen function, but  business stakeholders were not supportive.

The CSaaS team developed a custom outbound business development lead-gen program built on the foundation of its proven 5-touch prospecting methodology. The Client was assigned a dedicated SDR and Program Manager who both presented themselves to market as an extension of the Client’s team. 

The initial onboarding component of the program included industry research, competitor analysis, prospect list-building, script development, SDR training, strategy workshops and integration to the Client’s CRM. 
 

Client extended service for 12 months in 2024

“The first six-figure deal was identified in 2 weeks and closed within 6 weeks. We could not have achieved our 2023 results without this contribution from Marketing.”
 

“Lead-Gen as a Service has proven to be a cost-effective and efficient option for us. To my mind, the success of this engagement with CSaaS was predicated by a well-planned and executed onboarding / discovery process and this led to predictable results over the subsequent months. We are now expanding this service 2023 across other product lines.”