How Tapstream Kickstarted Outbound w/ Outside Help
The following is an excerpt from The Predictable Revenue Guide To Tripling Your Sales:
Starting from scratch, alone, can feel daunting
i hope you’re enjoying these tidbits from the Triple Your Sales Guide – Part 3 on outbound prospecting. i know that a lot of businesses love the idea of investing more in outbound… but struggle with the time, attention or money to get it started.
well in doing a new initiative, sometimes it’s as simple as making one hire, picking one person, or finding the right outside company to help kickstart things.
at the end of 2013, Tapstream was a hot startup to watch in the mobile analytics space. they had grown their mobile user acquisition platform to 2,000 users in under 2 years and had just raised a seed investment round in order to grow sales.
while they were growing, many of their new users were coming from small independent app developers and they needed a way to reach out to top app developers. they had experimented with the Predictable Revenue outbound system (aka Cold Calling 2.0) internally the summer before they raised money, but didn’t have much success.
their outbound problems
1.) they didn’t have a dedicated team member that could assume prospecting full time.
2.) they struggled to consistently find accurate data on the people they wanted to reach.
3.) they needed to increase low email response rates by simplifying their email messaging.
they found experts outside
while Tapstream wanted to build a prospecting team in-house, it wasn’t making sense at that time. they found Carburetor (carb.io), who does outsourced Predictable Revenue prospecting. [disclosure – Carburetor is now the in-house Predictable Revenue outsourcing service.]
with Carburetor, Tapstream generated 84 appointments in the first 4 months, and after 7 had doubled the number of key customers. fast-growth companies should usually plan on building internal prospecting teams, but it can be easier to get there – launch, scale, or benchmark – with outside help.
see more about outsourcing outbound – click to download Part 3 of the Triple Your Sales Guide, which is all about Outbound!
-air
ps: it’s funny – so i’m heading to Brazil the last week of October to keynote the biggest Saas conference there. i was considering bringing my 11-year old daughter Aurora, but she’s in a new school, catching up on things and is also doing a play there (Aladdin – and she’s the Genie).
Aurora would miss a whole week of school if she comes. i realized she’s old enough now that i didn’t want to decide for her…she’d know best if she wants to come and miss all that school (and deal with the catchup), or not. anyway – she said she wants to go, so Brazil here we both come 🙂
for you founders, especially of the $1-$2m professional services companies – i know what got you to where you are is doing it all – but what can you or need to begin letting go of?
click here to read more about outsourcing outbound!
