Assisted in successful start of a new outbound sales channel. Successfully entered 5 new European markets.
About the customer
The customer is a small European 2 year old ESP (email service provider). It’s a young bootstrapped company built by 2 engineering co-founders. They have built the product and impressively grown it to more than 110 paying customers (through purely inbound sales).
Results after using Pipetop
Outbound sales implementation: managed to assist the customer with successful implementation of the outbound sales channel.
Increase in growth rate: Pipetop helped increased their growth rate from 8% month-over-month to 19% month-over-month.
Better sales estimation: With Pipetop’s data, the customer can now accurately estimate how long it takes to penetrate specific markets.
Entered new markets: The customer has been able to target specific e-commerce businesses in 5 different new local markets.
Recently, the 2 founders figured out their ideal customer match - a small, but growing e-commerce company with less than 10 employees, that uses specific e-commerce technologies. The founders realised that almost all the leads that matched this criteria ended up converting into paying customers.
The market opportunity was clear:
If they managed to attract more customers within their ideal market, they would be able to grow at a much higher rate.
This is a perfect problem for Pipetop to help with. Through consultations with the 2 founders we quickly realised that the best way forward would be to hire 2 additional sales professionals and work on an outbound sales strategy. All assisted by Pipetop’s sales intelligence platform, of course.
Here is what we did:
We mapped out the markets with the biggest opportunity for the mentioned customer by looking at the total number of customers within their previously observed ideal customer criteria (less than 10 employees, specific e-commerce technology platform).
Since they’ve hired 2 sales persons, we’ve equipped them with Pipetop’s e-commerce contextual data so they can focus on selling instead of researching.
After they’ve outgrown some of the smaller European markets we’ve helped them smoothly transition to new, bigger markets.