27 qualified leads for a 100 person App development agency

About Nomtek

Nomtek is an innovation-driven software company delivering apps on-demand since 2009 with offices in Berlin, Washington, and Poland.

They have a 100-person team of ambitious and nerdy-ish people, who are working together to deliver high-quality software on demand for leading startups and enterprises such as Hyperloop, Newsweek, Jägermeister or Axel Springer.

Nomtek relied on getting new leads and clients through referrals which is the most common way to acquire new clients in the agency world.

In October of 2018, they asked us for help when it comes to using cold outreach to generate new opportunities, since they've never done outbound before.

Once Nomtek engaged with In Sales Academy, it was clear that having this function in-house for them was not possible because of capacity issues and a lack of internal processes.

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

Clutch profile update

Since most marketing companies out there just offer leads or meetings, which wasn't good enough for Nomtek, we went one step further and agreed on a very specific definition of a lead that would meet the qualification criteria of Nomtek.

We needed to be very careful with our targeting and messaging so we ran a series of customer interviews with the clients of Nomtek to get the full picture when it comes to the value of their work, and we started to prepare content for the case studies which we were planning to use in our lead generation process.

At the end of the planning phase, we selected ten potential markets which we considered to be receptive to our value proposition.

Demand Generation

Cold email & Follow-up sequences

Data finding & verification

LinkedIn outreach

A/B Testing

Weekly Reporting

Nomtek gave us two months, as a trial period to rapidly test multiple targets and find out if our approach to outbound works or not.

Our sales rep who worked with Nomtek 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 two months of rapid testing Nomtek decided to scale the campaign. We even had a few practice sales calls with Nomtek's sales reps who also sent us their recorded calls with leads, for which we always prepared a report on what can be improved in the discovery call process.

After 10 months of working together, we successfully generated 27 qualified leads for Nomtek.

Results

27 qualified meetings

We sell mobile development services and we were thinking of generating more leads using outbound marketing, but we had a problem since we've never done it before. When we engaged with In Sales Academy, it was clear that having this function in-house is not possible at the moment because of capacity issues. After 10 months of working together, we successfully generated 27 qualified leads for our business. I'd recommend using their services especially if you're in a tech/software development space and if you need help to generate demand or ironing out your sales process.

Wojciech Wilczyński, CMO

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