Beyond Codes Inc.

Generated More than 280+ Appointments for a Leading IT Company By Leveraging Beyond Codes Account Profiling Capabilities

About The Client

The client is a leading IT player with services across multiple verticals

Business Challenge
The client sought the expertise of Beyond Codes to gather sales intelligence on the Insurance market in the United States apart from bolstering its business development efforts through appointment setting. The IT major, a big player across industry verticals, partnered with Beyond Codes to launch intelligent and aggressive campaigns in Insurance to help get them ahead of competition faster.

The client was specifically looking for support to its senior Sales representatives through an in-depth market intelligence on the prospects that would also help them identify the right people in the right companies It was also looking to leverage the appointment setting services to look at substantially bigger and better leads.

How We Helped

• The objective was clear meetings with decision-makers and influencers among priority target prospects
• In-depth sales intelligence tailored to the market segmentation
• After a detailed study, the Beyond Codes team launched multiple targeted campaigns in parallel. Each of the campaigns for the client had an exclusive team working along defined metrics set to measure success on a regular basis
• The teams had researchers who put together a list of companies and the right contacts to be approved by the client. Post the approval, the researchers further employed several methods to deep dive into the companies on the final list
• The lead generation team, trained extensively on making the right impact, were handed a brief on each of the companies for reference while making calls
• The genuine lead, interested in the client’s offering, were passed on to the senior Sales representatives with a summary of the initial call. In keeping with the needs of the clients, the Sales representatives were provided with all the intelligence on the prospect

Business Outcomes

• The client received a steady flow of meetings with over 280 appointments with C/V/D level decision makers at an average of 40 meetings per month
• In depth account mapping and profiling done for 30 + companies

Account Based Marketing Program:Identifying a Named Account For a Leading IT Company – Creating An Opportunity Which Resulted In a Deal, 20X The Average Deal Size
 

Business Challenge
We were recruited by a reputed IT service provider to look for a Whale — a large enterprise account that would help our client scale and increase revenue by thirty percent in the coming year. We started the scouting process to identify the right fit for our client — a Whale large enough to fill their corporate belly for the entire year. This process included proprietary research methods, networking, sales intelligence, and our Call SMART approach. After five months, the Fortune #1 Whale, a top 5 retail player, surfaced as a promising match. Our client confirmed that this enormous prospect would be a good fit for their business goals, capacity, and software solutions. We then set out on an expedition to Whale hunt the named account, with the mission to sell a network-wide upgrade to the logistics system.

The Campaign: How Did We Bag This Whale Deal?
Our business development process matched the scale and focus of a real-world Whale hunt, involving scouting, hunting, and harvesting phases. Through our Call SMART model, our seasoned scouts reached out to VP’s and Directors from relevant teams across the named account, including Business Intelligence & Analytics, Master Data Management, Big Data, Mobile, Cloud, Data Warehousing, Information Security, Data Quality & Migration and other IT Services.

Our hunters secured meetings and provided the client with visibility into the process of how the right person was identified and what message was delivered. Timely communication and regular updates on the progress were an integral part of the engagement. Our team helped uncover business opportunities that the client could harvest year over year.

Bringing home, a Whale — especially one of this magnitude — required a multidisciplinary team of experts. Together, we pursued the account from multiple directions.

Our 360-degree Approach Meant Nothing Was Left To Chance
The program was an enormous success. Our client was able to get in front of key decision makers at the right time and with a thorough understanding of their problems and the dynamics of their industry. They sold services to the named account that exceeded their revenue goals for the year and established a lasting and highly profitable relationship that continues to this day.

For A Global IT and BPO Provider, we were Able to Generate 300+ Appointments, Leading to a Business Closure of $3.5 Mn in One Year

About The Client

The client is a global Information Technology and Business Process Outsourcing service provider, specializing in the Healthcare domain. The company also offered services across Insurance and Banking and Financial services verticals and was looking at fulfilling specific needs vis-à-vis acquiring new business in the North America market.

Business Challenge
The client engaged with Beyond Codes to create established, targeted and segmented campaigns to consistently identify new business opportunities and reach out to the Influencers / Decision-makers among the prospects. The client also wanted us to build market intelligence tailored to the client’s geographical presence in North America.

How We Helped
A team from Beyond Codes comprising market research experts, lead generation professionals and technology researchers led by a dedicated account manager was assigned for the success of this efforts. The Beyond Codes team worked in partnership with the client’s inside Sales team to set objectives and

• Gain insight into the service offerings
• Set parameters for culling the right data
• Identify the key contacts from among the target prospects

Post the quick ramp up on the knowledge side, the Beyond Codes team adopted a three-pronged approach to meet the goal

Data Mining
Establishing high quality database of Fortune 1500 companies based on predefined parameters. This was culled from the Beyond Codes proprietary database, other top data engines and extensive secondary research

Smart Calling
This approach allows for detailed profiling of the approved target list before making the first call. It makes way for a dialogue between demand generation team calling on behalf of the client and the prospect leading to probing about future initiatives in the healthcare area. Overall, this approach helped create a strong first impression on behalf of the client with the prospects

Lead Nurturing
During the process of probing, future opportunities were identified and a well-structured tracking process was put in place.

Through this, the team helped uncover business opportunities that the client could build on. The team also generated insight into the specifics of Payer solutions, Provider solutions, ICD-10 implementation and testing among the players within the Healthcare industry in different geographical regions in North America.

Result
After 8 months since the start of the campaign, the client received over 300 appointments with key decision makers in the Fortune 5000 companies. Due to continued dedication of the Beyond Codes team, the client closed business of over USD 3.5 mil in a period of over 1 year and assumed ownership of a list of opportunities to pursue in the future.

$8 BN Global IT Leader Trusts Beyond Codes To Increase IT’S Presence In BFSI Sector

Our Approach

The client is a global information technology, consulting and business process services company with an annual turnover of $8BN, 160,000+ employees serving clients across six continents.

Business Challenge
The client wanted some quick wins in the BFSI sector, without having to invest in a large sales and inside sales team. The clients own team was involved in ad-hoc tasks and missing a focused approach. To efficiently use the bandwidth of existing sales team, the client trusted Beyond Codes to generate leads and pass the hot leads to its sales team. In addition, the database that the client was targeting had missing information on decision makers and was missing information on productive accounts.

Our Solution

• Beyond Codes team started its engagement by deploying a team of 8 resources on this project. Including Contact research specialist, Research Analyst and Lead Nurturing Specialist
• We worked with the client team extensively on increasing the database size, mapping decision makers in each of the accounts, leveraging multiple tools to build an accurate database
• We engaged with the client regularly and provided feedback received during the calls to the client team ensuring the messaging and value proposition was fine-tuned regularly
• An effective Lead Nurturing program ensured that clients who were not immediately looking for a solution were kept warm and updated of the client’s offerings, ensuring effective brand recall and also additional opportunities identified for the client

Business Outcomes

• 132+ meetings were setup within 6 months of starting the engagement. $14.5 MN worth of business pipeline impact. 60 % of the meetings were in Fortune 1000 companies
• 28 % of the meetings were set in person and 64 % of the meetings were setup with VP and CXO level
• Lead nurturing ensured higher visibility and brought in more RFP’s from the targeted set of accounts

SaaS AI Company – Entering the USA Market with Beyond Codes Inc.
Company Background – SaaS AI Company

Industry: Software as a Service (SaaS)
Specialization: Provide Artificial Intelligence (AI) and Machine Learning (ML) solutions for predictive analytics in various industries, such as finance, healthcare, and retail.
Founded: 2020
Headquarters: London, United Kingdom
Funding: Series A, $18 million

Company Overview and Market Entry Challenge
The company has established a strong presence in the European market with its innovative AI-powered predictive analytics platform. With a solid customer base and a proven product, the company recently secured $15 million in Series A funding. The next strategic goal is to expand into the lucrative USA market.

The company is looking to handle market entry challenges, including establishing a brand presence, building a customer base, and setting up operational infrastructure.

Partnering with Beyond Codes Inc.
Partner: Beyond Codes Inc.
Expertise: Beyond Codes Inc. is a renowned B2B lead generation and appointment setting company with a proven track record of helping technology companies penetrate new markets, including the USA. They offer market research, lead generation, demand generation, and sales enablement.

Three Phases of Strategic Plan
Phase 1: Market Research and Strategy Development
Objective: To understand the competitive landscape, customer needs, and regulatory environment in the USA.

Actions:

1. Market Analysis: Conduct thorough research on the USA market, focusing on potential customer segments in finance, healthcare, and retail.
2. Competitor Analysis: Identify critical competitors and analyze their strengths, weaknesses, market positioning, and pricing strategies.
3. Regulatory Compliance: Understand the regulatory requirements for AI and data analytics solutions in the USA.

Outcome: A comprehensive market entry strategy, identifying target segments, unique value propositions, and compliance requirements.

Phase 2: Brand Establishment and Awareness
Objective: To build brand awareness and credibility in the USA market.

Actions:

1. Digital Marketing Campaign: Launch targeted digital marketing campaigns (SEO, SEM, social media, and content marketing) to increase visibility.
2. Industry Events: Participate in key industry events, trade shows, and conferences to showcase the company’s solutions and network with potential clients and partners.
3. Thought Leadership: Position the company as a thought leader through webinars, whitepapers, and speaking engagements at industry conferences.

Outcome: Increased brand recognition and credibility among potential customers and partners.

Phase 3: Lead Generation and Sales Enablement
Objective: To generate qualified leads and convert them into customers.

Actions:

• Lead Generation: Leverage Beyond Codes’ expertise in B2B lead generation to identify and engage with decision-makers in target industries.
• Appointment Setting: Schedule high-quality meetings with potential customers and partners.
• Sales Training: Provide the company’s sales team training on the USA market dynamics and customer expectations.

Outcome: A robust pipeline of leads and successful conversion into paying customers.

Results

• Market Penetration: Successful entry into the USA market within the first year, with a growing customer base in finance, healthcare, and retail sectors.
• Revenue Growth: Significant revenue growth from the new market, contributing to the company’s overall financial targets.
• Brand Recognition: Establishment of the company as a key player in the USA AI and predictive analytics market.

Conclusion
This case study highlights the critical role of strategic partnerships in the international market expansion of SaaS companies in the AI space. The company’s partnership with Beyond Codes Inc. facilitated a strategic and successful entry into the USA market. By leveraging Beyond Codes’ expertise in market research, lead generation, and sales enablement, the company navigated the complexities of the new market, established a strong brand presence, and achieved significant growth.