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Challenges
The Softwire offering is a complex value proposition as the company works in all sectors across all markets. While the company was successful in nurturing its current clients it didn’t have the capacity to obtain good quality new business leads and needed a reliable team of bright callers to help develop the front end of its sales pipeline.
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Who are softwire?
Softwire is a UK-based software development company with offices in London and Bristol. The company works as a complete software partner for its clients, from initial consultancy and design phases through to deployment and ongoing support.
Softwire’s Bristol office has been running for five years and has 33 staff, 80 per cent of which are technical. 100% of Softwire’s clients are UK businesses, many in the West of the country.
Clients include Dale Mobile Caravan Services, student accommodation provider Unite Students and business management consultants Newton Europe. The company works across a multitude of sectors.
The Solution
Softwire enlisted the help of EngageTech’s new business acquisition campaign to work as an extension of the team and help drive the sales pipeline. The EngageTech team worked to cold call new business prospects and arrange new business meetings for the business development team to nurture and turn into clients.
The EngageTech team also used its Account Based Marketing capabilities to provide a strategic understanding of new target markets. Utilising a blend of research and telephone communication, the company developed a digital campaign targeting leading public sector companies Softwire had not worked with previously.
The Results
In 19 months Softwire has seen an upsurge in booked meetings which has resulted in an increase in revenue. The EngageTech team worked consistently at a high standard calling new business prospects day in and day out and booked 160 new business appointments. The calls have resulted in greater exposure for Softwire among target markets, an increased awareness of the business offering and new business in untapped sectors.
Business Development Manager for Softwire, John Burrans said:
“Our offering is tricky in that it is not limited on size or sector and outbound calling is a tough job. The EngageTech team worked hard to fully understand our complex offering and the team have been quick to answer any queries and feedback thoroughly to our office. The relationship has been built on solid principles of hard work and dedication. EngageTech is an excellent partner, built a relationship quickly, understood our value proposition from the start and delivered excellent meetings which have helped us increase revenue.”
