How Shipup raised funds through business development
“I didn’t know it was possible to find sales people who were so good at prospecting as well as able to understand the tech world. Top quality.”
Didier Cuco, Head of Sales Shipup
Quick look
- Business : B2B SaaS
- Market : E-commerce, Retail
- Need : Develop sales and provide enough leads to the 5 Account Executives
- Target : About 10 qualified appointments per year per BDR
- Results : 116 qualified leads and 30+ new customers in Covid period
Download the use case summary in PDF format : download
The company
The French start-up Shipup offers e-retailers a tracking solution for parcel shipments, including real-time analysis of e-retailers’ parcel tracking data and sending notifications to customers throughout the delivery process.
The challenge
Suxeed worked with Shipup during the Covid health crisis and the subsequent economic crisis in the retail industry. The main objective was to improve the company’s growth despite the impact of the global pandemic by reaching a target of 10 qualified sales appointments per month.
The solution
In order to achieve these goals, we implemented dedicated go-to-market, targeting and evaluation strategies. To build these strategies, we translated Shipup’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 Shipup 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 Shipup 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 Shipup, and enriched it with phone contacts, emails, and other important data.
The results
Through effective business development with Suxeed, Shipup has been able to meet with many large players in their market, such as the following companies:
Our conclusion
In the case of Shipup, the market is very competitive: it is composed of two major European competitors having raised millions of euros and a multitude of smaller French-speaking players, in a global environment (e-commerce) that is already very competitive.
During this collaboration, we were able to note that even in a saturated market, B2B sales prospecting, when implemented properly and on the right channels (emailing, phoning, social selling), is an effective strategy that quickly generates revenue.
As a result of the collaboration with Suxeed and the subsequent growth in revenue (ARR), Shipup was able to raise €7M in the midst of a health crisis. Congratulations to them!
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