Outsourced International Inside Sales
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We understand the challenges faced when expanding into international markets. Through our experienced leadership team, our well qualified inside sales resources and our marketing and technical expertise, we offer turnkey operations to complement our clients existing CRM, marketing and sales ecosystems.
Outsourced International Inside Sales
- 1. DWCC Corporate Overview 2014 Philippa Bradshaw Business Development Manager Phone: +44 (0) 7519 529987 Email: Philippa.bradshaw@dwcc.biz
- 2. Your International Inside Sales Partner Leadership Team Managing Director, Craig Hooper - UK, 20 years' experience in technology, SaaS sales business development. VP Global Sales, Craig La France - GA, USA, Over 25 years in the software business with experience in enterprise sales, business development, alliances and SaaS/Cloud solutions. VP Corporate Development Andy Salentine, CA, USA, Over 25 years in the M&A, start-up and VC community. CTO Laine Philips, UK, Over 20 years experience with IT architecture, Chief Architect JPMorgan Trade Services. Background DWCC was established in 2008, with a clear mission to bridge the gap between North American SaaS companies and accelerate their international revenues in a low risk, variable cost fashion. We provide a range of white label, inside sales and marketing services to increase awareness, develop interest and nurture commitment, all focused on creating a low risk environment for end users to buy from our customers. Solution We understand the challenges faced when expanding into new markets. Through our experienced leadership team, our well qualified inside sales resources and our marketing and technical expertise, we offer turnkey operations to complement our clients existing CRM, marketing and sales ecosystems. Industry & Value Proposition Expertise Pharmaceutical Financial Services Manufacturing Government & Education Retail Transportation Bristol San Francisco Sydney London Atlanta Process Collaboration Supply Chain Management Quote to Cash Procure to Pay Solution Cloud / IT Security Mobile Computing BYOD Global Trade Management
- 3. The Strategic Inside Sales Alternative to Tactical Telesales and Appointment Setting Client Pain Points Solution Investment in office and general administration overhead on an international sales team Outsourced, variable cost inside sales team operational within 30 days. Senior leadership time and travel costs associated with EU resources and sales Agile trusted partner, remove the short term pain, you can scale and grow in line with revenues Scale and sourcing of international resources to cover technical and language disciplines A local multi-lingual inside sales team, with translation skills available as required 則 Your low risk International Revenue Acceleration Partner. 則 We support the best product companies with world class people, processes and technology. 則 A natural extension to your team, with your value proposition, systems and corporate presence to the market. 則 Local multi lingual resources create a low risk buying environment for your customers. 則 International customer revenues booked on your paperwork. 則 As your revenues and operations mature, we source and place executives in key marketing and revenue delivery roles. 則 Maximise your marketing automation and CRM investments:
- 4. The Journey to Value Launch Analyst training at your HQ understand your culture, operations, value proposition, marketing and sales ecosystem and systems. Build out initial focus and prospect lists. Define processes, controls and reporting. First 45 Days Inside sales team trained. CRM systems testing. Initiate inbound qualification. Initiate outbound campaigns. Review initial quality and results. First 90 Days Mature Systems Mature Messaging Mature Reporting Mature TQO Metrics Business As Usual Monitor inbound lead flow and TQO conversion quality. Maintain outbound prospecting and TQO metrics. Maintain nurture lead pipeline. Maximise marketing events. Steady state ecosystem. Sales leadership Placement. 30% of a clients revenues being generated from international customers within 12 months 40% of a clients key customers based outside of their traditional target market within 12 months. Consistent run rate of 50 TQOs per month 150 webinar attendees with 5% attrition rate DWCC outbound deals twice as likely to close at 3 x average deal size Largest customer DWCC booked SaaS deal to date, 3 year $4.5m International Insides Sales Team operational in 30 Days Active sales discussions / pipeline activity within 60 days Mature processes and reporting within 90 days
- 5. Case Studies, Revenue Delivery & Fees International Inside Sales Operations: North American B2B collaboration tool rated a leader in Gartner quadrant. Inside Sales for Focus on EU & APAC direct sell markets as well as priming the pump for international Channel Partners. Marketing Inbound lead Qualification - 2,500 leads, 8 step process, 20% conversion rate Outbound Prospecting generated 500 MQLs generating 16 TQOs per month Maintaining an $8.5m early stage pipeline handed over to sales rep at TQO with a 20% close rate. Global Named Account Sprint Case Study: Leading SaaS provider of Procure to Pay solutions, targeting large multinational accounts. 100 Companies, 300 Leads identified 100 Qualified Leads Generated 9 TQOs - $15m Forecasted Revenue $6m booked Revenue by DWCC for customer $30M nurture pipeline under management Typical Monthly Service Fees: (Excluding Sales Incentives) 2 SDRs / Inside Sales Rep 5 SDRs / Inside Sales Rep $20,000 $40,000