By using a senior German BDR, a well-developed target list, a highly targeted message and a close collaboration with the client – we could generate a result that exceeded the goal with 295%.
CRYPTAS contacted us because they wanted to book meetings and generate business opportunities at midsize and enterprise companies in Sweden and Germany. A challenge we happily accepted! We started off with a small pilot campaign in Sweden and since this was successful, we cloned the campaign and targeted it to the German market.
CRYPTAS, as a professional IT-security company, is focused on digital identity, reliable authentication methods, encryption and digital signatures
Our goal was to establish a presence and generate business opportunities on the German market, as well as getting relevant information from the target group for further expansion. Our primary goal was to generate 20 leads and meetings, and we generated 59 (an increase with 295%).
Having an experienced local BDR that understands the target group’s challenges and culture, is the key to success. In this campaign, we had our most experienced BDRs with more than 20 years’ experience of IT on the German market.
To succeed, one challenge to overcome was to understand the target groups’ organization structure. It can be tricky to know who to call and how to get in touch with the right decision makers. The key here is to use a BDR who understands the organization structure at German midsize and enterprise companies.
To fill CRYPTAS pipeline with great meetings, we needed to first define a structured outbound sales process – including a winning sales script targeted to a German audience. We put a lot of effort into the strategy around the calls we made.
In this campaign, we worked like an extension of CRYPTAS sales department to make sure all sales activities were aligned.
We needed to understand the segments and what companies to work on. Then we could build a good list together with our client. The list we got from the client originally, was expanded with relevant companies and names which was an important part of this campaign.
Finally, we built a winning script using our broad knowledge within IT and tech. Once this was in place, we started to test call and from these learnings we could adjust our strategy to be more accurate and compelling. During the project we optimized our tactics weekly to increase the quality of the outcome.
Except from generating business opportunities for CRYPTAS in Germany, we could provide important insights for further expansion. The campaign succeeded the goal with 295% and we generated 59 leads and meetings, the goal was 20. The reason we succeeded with this campaign were to have a senior German BDR, a close collaboration with the client and a good target list.
CRYPTAS was very satisfied with the result and are planning more campaigns together with Brightvision.