Enterprise IT Network & Infrastructure software who needed a specialist to take on the burden of building/managing an outbound SDR function to supplement internal marketing efforts.
Enterprise AI/RPA software focused on Intelligent Document Processing who were suffering from a pipeline gap which was raising concerns in terms of achieving their annual growth target.
US Event marketing platform who relocated a US rep to Europe and wanted to provide support to expedite market validation without the risk/cost of hiring locally.
E-commerce behavioural analytics solution who were suffering from a pipeline shortage due to internal SDR churn and wanted to benchmark their team vs a specialist.
Experiencing issues in generating EU pipeline opportunities
Internal SDR team and outsourced SDR partner both failed
AE’s had to generate their own pipeline (feast or famine)
Running at 30% vs their EU growth target
Solution
Full time dedicated SDR’s targeting enterprise contact centre, operations, resource planning WFM and CX leaders.
Crafted new problem centric/KPI linked messaging
Implemented a multi-channel/threaded outbound strategy
Created a sales playbook focused on understanding the world, people and problems we were selling to.
Outcome
53/56 meetings attended
74% conversion rate from SQL to pipeline
>$7m pipeline created
Signed largest ever paid POC with Global telecoms provider
Testimonial
“We have worked with QSL for over three years now. Having tried other vendors to find the right partner to support our business development efforts, the approach from QSL was a breath of fresh air. Right from the initial call it was clear that Danny and the team had listened to our challenges and provided a solution to match those rather than a generic service. Over the last 3 years we have seen QSL deliver results time after time, not only hitting agreed metrics but also collaborating to provide the expertise and best practice to ensure we are continuing to succeed together. We truly see the team at QSL as an extension to our team.”
Matt Rumins
Head of Solution Consulting
Challenges
Inbound focused in-house SDR team lacking outbound appetite and skillset
EU AE’s missing revenue targets due to a pipeline shortage
Speed issues in building an outbound SDR function in Europe from scratch
Inbound leads were generating lower ticket deals outside of ICP (enterprise)
Solution
2x dedicated SDR’s target enterprise Pricing, Commercial, Sales leaders across UK&I, DACH, BeNeLux, France and Nordics.
Built and implemented a multichannel outbound approach with person/industry focused messaging
A/B tested various criteria of the ICP to identify where sales/marketing efforts would be most fruitful
Outbound efforts targeting VP/C-Level prospects vs inbound leads which we’re garnering more mid-management conversations.
Outcome
102 meetings booked with companies >$1b in revenue (90% attendance rate)
Validated an outbound sales strategy for the EU market
>€7m pipeline generated within 12 months
Challenges
Lacking resources, infrastructure and specialism to build an effective team from scratch
Needed an outbound channel to supplement marketing efforts to reach pipeline goals
As a software alternative to traditional hardware solutions it meant that leads needed to be nurtured over months/years.
Large US presence with ambitions to grow EU revenue to a similar size with a lean local team
Provided strategic advice on sales/marketing processes, messaging and campaigns
Created an outbound sales playbook which has been iterated over time
Worked closely with marketing and product teams to provide feedback on market sentiment and requirements
Outcome
Generated a large client win within the first 3 months of our partnership
Recent success includes generating $1.6m in revenue and $3.4m in pipeline in 12 months
Advised EMEA sales & marketing function on outbound sales best practices
Our consistent success and strategic insight has led to an ongoing 11 year partnership
Testimonial
“For more than a decade, we have forged a strong and enduring partnership with QSL. Their team, trained to a high standard and using methodologies similar to ours at Kollective, consistently delivers. Lee, the MD, also provides valuable consultancy and insights during our weekly calls, further solidifying our trust in QSL.”
Glen Howards
SVP Sales
Challenges
Large EMEA growth objective with an expanding AE headcount who needed feeding
Hybrid SDR’s focusing on inbound and neglecting outbound
Speed issues in hiring and training internal outbound SDR’s
Existing outsourced SDR partner underperforming
Solution
Dedicated SDR team targeting CIO, CTO, Digital Transformation, Customer Service and Claims leaders in UK Healthcare, FS&I, Public Sector and Logistics companies
Crafted new problem centric/KPI linked messaging
Created an outbound playbook which we shared with in-house SDR function
Outcome
Significantly outperformed former, globally recognised, top 20 outsourced SDR partner
98% of meetings scheduled were attended
30x return on pipeline value vs spend
Challenges
Limited brand awareness and client footprint in Europe
Requirement to validate EU market before setting up EU office/operation
Leveraging US SDR resources to build EU pipeline suboptimal due to timezone/cultural challenges
EU competitive landscape was expanding and speed was of the essence to win market share and capitalise on US success
Solution
Dedicated SDR function targeting enterprise events/marketing leaders in Northern/Western Europe.
Built TAM after analysing US customer base to prioritise our efforts in high yielding industry/company size
Developed sales messaging and processes to help raise brand awareness and generate pipeline
Outcome
87% of meetings scheduled were attended
Helped Splash engage with 132 new potential customers in Europe
Helped identify product capability barriers that could limit scalability in the EU market
Generated an average of $108,392 in pipeline value per month in a new EMEA market.
Testimonial
Following our success in the US, we decided to expand our offering into Europe. Before we invested in further headcounts or physical premises, we were looking for a way to test and learn more about the market. Having transferred one of our US reps to London, it was important to ensure they had support so that we could learn fast, build brand awareness and pipeline. After a thorough review process, we decided QSL was the team for us. QSL were collaborative, professional, exceeded expectations and offered invaluable feedback, advice and insight that helped shape our understanding of the market opportunity. QSL took the time to really understand our business and proposition, delivering on average over $108K in qualified pipeline per month. I would & have recommended QSL to fellow growth leaders looking for support.
David Aronica
Director of Business Development
Challenges
Inconsistent performance from in-house SDR function
Unsure whether internal performance was down to a person, process or messaging issue
Pipeline gap resulting from in-house churn
Limited resources were struggling to compete with heavily VC funded opposition
Solution
Dedicated SDR function targeting Ecommerce, Digital, CRO, UX leaders in UK&I, BeNeLux and Nordics regions.
Focused efforts on market segments that in-house SDR team had not extensively targeted
Developed an outbound playbook and strategy to drive larger enterprise interest with problem/outcome centric messaging
Outcome
A major contributor to their EU pipeline and revenue targets during our 4 year partnership
Helped support and set benchmarks for their internal SDR team
£1.2m revenue generated in the last 18 months of our partnership
Notable wins included; A leading UK grocery retailer, UK mobile vendor, UK utilities company and a global media company.
Testimonial
We hired QSL over 5 years’ ago, after running a full RFP to source an outbound SDR partner. We made the right choice. Lee and his team stood head-and-shoulders above their competitors on our scorecard; not only was their process solid but I was really impressed with the training program they had in place to continuously upskill their SDRs. QSL quickly became an extension of our own team and has consistently delivered amazing ROI to our business.
