Case Study: Converting Leads for the Largest Private Software Development Company
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
A software development company partnered with VSA Prospecting to identify and convert leads. The team emails or calls client-supplied contacts to validate their fit and interest in working with the company.
Introduce your business and what you do there.
We are currently the largest private software development company on the planet. We’ve been around for 45 years and we develop software for analytics, AI, machine learning, and other purposes within that group of technologies. I manage a handful of partners in North America, doing business in Canada and in the US.
What challenge were you trying to address with VSA?
The partners that I work with are all very tech-savvy. In fact, many of them have been working with us for decades. However, they’re trying to transition from simply providing reactive technology and support services to being proactively engaged in sales pursuits. This being the case, there is a gap in their in-house capabilities, so we looked to VSA to support our R&D program and internal personnel.
What was the scope of their involvement?
VSA provides support on identifying and following up on leads to convert them into potential prospects. We hand over contacts that their team could conduct quality control over and report or give feedback on. They touch base with those contacts by email or phone to validate which ones are qualified for the next step, which is setting appointments for a discovery call.
At that point, we discuss our specific value proposition and timelines with warm prospects to determine whether they’re a fit or not. This allows us to engage in sales pursuits that could ultimately result in revenue for all the partners involved.
What is the team composition?
We have two main contacts from VSA, but there are probably about half a dozen people who are working on this project.
How did you come to work with VSA?
We already had an idea for the program and were trying to find partners who could fill in the gaps. We experienced a misstep with one agency that overstated their capabilities, however, and had to look for someone to fill in for the functionality that was not being delivered. That’s when one of my partners referred VSA.
We got in touch with the team, underwent an interview process, and tried them on a pilot project. We were suitably impressed with how they went about things not just on the call center components but also with the reporting, feedback, and quality control around leads. It was a good experience from the very beginning so we continued to grow that relationship from there.
What is the status of this engagement?
The partnership started in November 2020 and is ongoing. As we get renewed funding, we’ll probably continue working with VSA.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
It’s really been a case of going through a large number of contacts to find which of them is the right fit for our company. VSA has helped us take those raw numbers and bring them into the prospecting stage by identifying potential leads. Although our success is wholly dependent upon the quality of the contacts that we feed them, their team has put in the effort to try to achieve a high conversion rate.
How did VSA perform from a project management standpoint?
VSA has been excellent on the project management front. We’ve been able to evolve the original concept for this project over the course of our engagement, so their team has been an upgrade over other agencies that we’ve previously worked with.
They’ve been highly participatory and are fantastic at reporting and communicating. We’ve set up weekly and biweekly calls, depending on who the partner is, and we communicate via email and phone.
What did you find most impressive about them?
Their team is very flexible and accommodating of any feedback that we give them. They take all of our suggestions under advisement and foster positive conversations, which is very customer-centric. It’s also the other way around; I think they have close to 20 years of experience so they share any ideas or insight they have with us.
There are no false promises with VSA. They’re truly good at what they claim to be good at.