Sector Experience.
Case Studies
Enterprise contact centre software with a US HQ and ambitions to expand into the EU market.
Read MoreChallenges
- 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
Enterprise pricing optimization software with a US HQ, looking to build an outbound sales engine in Europe.
Read MoreChallenges
- 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
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.
Read MoreChallenges
- 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
Solution
- 3x dedicated SDR’s targeting senior IT/Unified Comms/Internal Comms leaders across EMEA
- 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
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.
Read MoreChallenges
- 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
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.
Read MoreChallenges
- 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
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.
Read MoreChallenges
- 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.
