CASE STUDY
Turning Leads into Deals: Leadsinfotech Sets Up a Winning Appointment Setting Strategy for Software Development Clients
The Client
India-based software and business process outsourcing company. They provide end-to-end solutions, from strategic concepts to technical implementation, and offer cost-effective services through their own nearshoring platform.
Summary:
The client’s aimed to establish an outbound outreach channel and required external sales support to achieve their goals. Leadsinfotech joined the project and focused on conducting pre-sales activities, specifically appointment setting with C-level prospects from the software development industry:
Challenges
The client operated in a highly competitive market with several companies offering similar services. To stand out, Leadsinfotech had to be creative in its outreach approach and carefully select the target segments.
The most important thing here is contacting the right designations in the right companies. If the message finds a fitting prospect at the wrong company as well as if it finds a wrong prospect at the fitting company, it leads to wasted time and wasted leads.
The campaign had a narrow geographic focus, specifically the UK. This meant the team had to extract maximum value from available leads within the specified target area, focusing primarily on C-level titles. thriving.
What Was Done
The project began by defining the Ideal Customer Profile (ICP) and identifying relevant use cases for the target audience. Leadsinfotech’s project manager held meetings with the client’s team to understand their major directions and details before initiating the outreach. During this phase, the primary focus was on building a prospect database and creating preliminary outreach templates. Simultaneously, the technical team set up the required infrastructure, including an email account and a LinkedIn profile, to facilitate outreach activities.
Industry: Healthcare, Retail, eCommerce, Hospitals, Financial Services, Startups.
Revenue Size: $3Mn+
Designations: Founder, CEO, CIO, CTO, CISO.
Geography: United States, India
The campaign started by targeting CTOs and then expanded into a new vertical within the tech industry. Despite the lack of presentations or videos initially, Leadsinfotech’s content team and project manager worked together to bridge this gap. Regular consultations with clients ensured data relevance and kept the outreach up-to-date. Outreach was also conducted using the client’s LinkedIn profile to respond to prospects personally. Various activities were posted, and personalized messages were sent to increase engagement.
The next stage involved refining the existing outreach strategy based on campaign and response analysis. Role segmentation and personalization were emphasized, leading to response rate improvements of up to 40%. Weekly meetings between the client and Leadsinfotech teams facilitated discussions on future steps and potential changes.
In parallel with the email campaign LinkedIn outreach demonstrated quite good results. Used as a follow-up activity it allowed to connect with the prospects that aren’t checking their inbox that often. As Leadsinfotech SDR functions as an extension to the client’s team we created the profile of the virtual employee that had industry experience, was located out of the company’s headquarters city and during the warm-up activities built up the network based on CIO’s connections.
The Result
Despite not focusing on high volumes of appointments and prioritizing quality, a significant portion of these appointments successfully converted into deals:
- 40% Open Rate
- 3% Response Rate
- 3-4 appointments on calendar/month
- 68 warm leads in sales pipeline
In conclusion, Leadsinfotech’s strategic approach, personalized outreach, and consistent collaboration with the clients team enabled the achievement of desired results in appointment setting for the software development outsourcing company.