4 deals in 3 months FOR a CRM PROVIDER

About Atollon

Atollon has been on the market for 14 years, and its signature product is a robust CRM and PM tool called Atollon Lagoon.

Atollon just hired a new team to take care of lead management but their performance was poor and they needed a new strategy to generate demand for their product.

In March of 2018, they asked us for help. Because the product of Atollon was developed for over 14 years into a very robust application, there were many functions to explore such as invoice flow, project management, BI, CRM, or HR management.

This also led to multiple use cases with unclear value propositions that included: accounting firms, real estate developers, manufacturing companies, etc.

What was done

Planning & Strategy

Market research

ICP definition

Customer interviews

Updated value propositions

LinkedIn profile makeover

Case studies for different verticals

Updated services positioning

Updated value propositions

SEO & Paid Advertising

Google Analytics audit

PPC audit

Since Atollon was a small company and we needed to find a good product-market fit, we focused mainly on two segments - CRM and HR management.

As with any campaign, we had to run a series of customer interviews with the clients of Atollon to understand the full value of their software, and from the interview findings, we prepared content for the case studies that we were planning to use in our lead generation process.

We've also updated the LinkedIn profiles of multiple members of their sales staff. Since we know that paid advertising can be a good way to generate demand for B2B SaaS tools, we also did a PPC and SEO audit to find out how hard would it be to rank on top of Google and several other directories for the selected keywords.

After the findings we realized that it's going to be very expensive for Atollon to run a paid advertising campaign or create content, that's why we selected outbound marketing as the only possible channel that would generate demand for their budget.

Demand Generation

Cold email & Follow-up sequences

Data finding & verification

Cold calling

LinkedIn outreach

A/B Testing

Weekly Reporting

Sales training

Discovery call training

Our sales rep who worked with Atollon met with their sales and marketing members weekly and she wrote custom opening lines for each contact that was in our database and then used our favorite automation tool to set up a sequence of 5 emails for every contact. She also used LinkedIn connection requests as well as cold calling to penetrate the selected target accounts.

After ten months of working together, we successfully generated 175 leads for Atollon.

Overall in the first three months of the campaign, Atollon was able to close four deals which brought in around $15 K in LTV per client.

At the end of the campaign Atollon hired a new CMO and we handed over to them all the documents, data, and best practices from what we learned in the past months.

Technologies used

Results

4 deals closed
23% average response rate
175 new leads generated

Our product is a very robust CRM solution which requires multiple touch-points throughout the sales process. We acquired 4 new clients in just 3 months since we partnered up with In Sales Academy.

Jan Safka, CEO

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