How Scality launched a new product through business development
“I was very impressed with Suxeed’s knowledge and business model. We had previously tried outsourcing our outbound sales on several occasions without results. With Suxeed, within a few months and for a controlled budget, we had a deal flow of qualified leads.”
Jérome Lecat, CEO Scality
Quick look
- Company : B2B SaaS
- Market : IT, Cloud, Cybersecurity
- Need : Develop a stable pipeline for the launch of a new MidMarket product
- Target : 5 to 10 qualified commercial opportunities on new targets
- Results : About ten appointments per month from the third month, in constant growth
Download the use case summary in PDF format : download
The company
Scality, a French deep-tech company, helps its customers benefit from the advantages of the cloud – agility, reliability and cost – while remaining in control of their data. The company offers a file and object storage software solution that supports deployments of any size, enabling organizations have both cloud-based and on-premises storage, simply.
The challenge
Suxeed assisted with the launch of Scality’s new SaaS software, ARTESCA, an innovative new software that redefines object storage for the new era of cloud native, allowing companies to optimize their private cloud storage. The set goals were to create a forecast pipeline to create visibility on the acquisition and to launch the new mid-market product ARTESCA in France and the UK.
The solution
In order to achieve these goals, we implemented dedicated go-to-market, targeting and evaluation strategies. To build these strategies, we translated Scality’s vision into a clear conquest strategy and a powerful sales message that will resonate with their target.
We then built the “sales playbook”, summarizing all the information about Scality and the main selling points. It contains custom email templates and sequences, call scripts, best answers to prospect objections and a qualification script to help discover needs.
This playbook is given to the BDR. With years of experience in B2B phone hunting, they love their work and are driven by their determination and their desire to excel. Full-time dedicated to Scality and educated on the market, they quickly mastered the product and adopted an expert approach. With the help of the best prospecting softwares and the playbook, they were able to implement the strategy developed earlier without wasting time, and make several hundred calls a day for more results.
In order to allow BDR to stay focused on the calls, we have generated their leads, managed their email sequences and automated repetitive tasks. We have created a list of qualified leads in agreement with the criteria established upstream with Scality, and enriched it with phone contacts, emails, and other important data.
The results
Through effective business development with Suxeed, Scality has been able to meet with many large players in their market, such as the following companies:
Our conclusion
Our work with Scality has demonstrated through its results that the business development model, when executed with good sales hunters, the right sales pitch, the right targeting and the right prospecting engine, remains extremely effective and sustainable, even on complex technology products, to launch new products and services and when targeting large companies.
Visit our blog to learn more on topics like business development, sales and cold calling that will help your business achieve high growth! Don’t forget to check out our other case studies to discover what results business development has brought to other B2B tech companies.
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