Getting you on your prospect's Shortlist

SnapFulfil is a Tier 1 SaaS organisation that develops and delivers its own award-winning warehouse management software to a customer base across multiple industries, including; retail and e-commerce, third-party logistics (3PL), manufacturing, food & beverage and more.

Dedicating most of their time to winning new business and closing deals, the SnapFulfil sales team didn’t have the resources to nurture the high volume of leads being generated by the marketing department and sought support from outsourced experts.

The biggest issue SnapFulfil had was the inconsistencies within their sales pipeline. The SnapFulfil sales team didn’t have the resources to both nurture marketing leads at the top end and convert the opportunities at the bottom end of the sales cycle into customers. A common issue with sales teams.

SnapFulfil’s focus for the sales team often led to many marketing-qualified leads being missed as warmer leads were, understandably, being prioritised. SnapFulfil’s long sales cycle, meant extra resources were needed to qualify new marketing leads and manage them until they were truly ready to enter the final stages of the sales pipeline.

For over 20 years the GOb2b platform has delivered world-class eCommerce websites and integrations, which help manufacturers, wholesalers and distributors succeed online. 

n the past to outsource lead generation but always came across the same issues. With their target audience being users of leading accounting systems, it was impossible to find the right prospects without conducting extensive research into who used each system. Because of this, a lot of their outbound activities didn’t reach the ideal audience, resulting in a huge amount of wasted resources and a lack of results.  

GOb2b wanted to expand their outbound sales capabilities to further grow the success of their sales department. With a relationship already in place with Shortlist Marketing, and with an understanding of the quality they provide, the decision to integrate them into the sales team was an easy one.  

Shortlist’s sales team already had an experienced sales development rep with a background in SME accounts systems – meaning he was a perfect fit to work alongside the existing GOb2b sales team.  

Initially, the service was extended to generate new sales opportunities from their cold database. The Shortlist team put together an integrated approach of outreach including email, LinkedIn and calling, to identify opportunities and manage them carefully until they were ready to be handed over to GOb2b. Meaning every opportunity GOb2b received was an accurately qualified sales opportunity. 

As part of the global RELX group, Proagrica is the trusted data management and technology partner for the agricultural and animal health sectors.

They help customers in more than 180 countries by providing the tools they need for connectivity, business visibility, operational efficiency, and traceability.

Data quality is paramount to the success of Proagrica’s Account-Based Marketing (ABM) campaigns, with a key focus on obtaining niche information to aid in the complex sales and buying process.

Proagrica has used data partners to aid their campaigns, and while these suppliers focused on quantity, Proagrica’s key focus was on quality to facilitate their ABM campaigns. This meant Proagrica were spending valuable time and resources marketing to contacts who had no real decision-making ability.

To hit their team’s sales targets and ensure Proagrica’s continued growth, they really needed to be spending their valuable time on only the best-fit contacts for their campaigns.

That’s where Shortlist came into the picture.

Working with people who create great technology is one of the highlights of Shortlist’s work, especially ones as innovative and passionate as the team at Illuminis. When we first met, owners Paul and Moira couldn’t wait to tell us all about their exciting product — a unique, all-in-one package of business intelligence software called Octelas.

This software empowers teams to make the right decision at the right time — a shared approach that Shortlist uses to generate high-quality leads, too. This perfect match began when Illuminis was on the hunt for a reliable lead generation partner to help them spread awareness of Octelas and bring more qualified opportunities to the business.

Parksafe Automotive has been one of the leading Commercial vehicle suppliers to the Automotive industry over the past 30 years. Now, they want more targeted data services to obtain larger contract sizes, with the goal of selling more and increasing their profitability.

One of the key drivers for Parksafe’s new business sales was the FORS accreditation scheme for safer fleet operations. Since Parksafe provides equipment for achieving different levels of FORS accreditation, they saw this as a key player in reaching their goals.

Prima have been developing ERP software since 1998 for the apparel industry specialising in the clothing, footwear and accessories industry with clients including Paul Smith, Henri Lloyd, Joules and Mulberry.

m-hance are the largest Microsoft Dynamics GP Partner in Europe. They provide Microsoft Dynamics AX, NAV, GP and CRM alongside their own industry solutions based on these Microsoft platforms.

Established in 1914, Staffordshire University specialises in 6 different areas: Business, Leadership and Economics, Computing and Digital Technologies, Creative Arts and Engineering, Health and Social Care, Law, Policing and Forensics and Life Sciences and Education. With over 15,000 students, Staffordshire University is a top choice for students looking for guaranteed work experience.

Wild Thyme is one of the three divisions of foodservice providers Entier. They are a high-end catering provider for weddings and other events in Scotland.

In 2014 DivideBuy went live with their interest-free credit solution for online shops. Since then, they’ve sold to numerous organisations such as Just Paintball, Humanware and Plumb Play.

Terra-Nova are a leading designer and manufacturer of outdoor clothing and equipment. Established in 1993, they have a worldwide reputation for high-quality products. Their Extremities range is well known amongst stockists and is popular with many outdoor enthusiasts.

Qurius are a Microsoft Dynamics ERP and CRM solutions provider who sell into many industries, including engineering and architecture, manufacturing and business services. With bases in 15 countries and the ability to deploy and integrate software in around 75 countries, Qurius has become UK’s leading IT solutions provider.

With a high reputation for delivering quality products and services in the bulk material handling sector, Martin Engineering is one of the world’s leading suppliers of manufactured durable products to many happy customers across 19 countries.

Established in 2000, the US based company iCIMS have been providing applicant tracking software (ATS) to worldwide companies such as Canon, Sony Music and Next. With over 500 employees worldwide, they have an excellent reputation of providing recruitment software and support in North America.

Qube Global are a leading provider of enterprise property, real estate and facilities management software with over 40 years of experience. They’ve sold to companies such as Intu, Alton Towers and Barnardo’s and have over 1000 customers worldwide.

BWIR are a global company that provides outsource engineering design and development services. They specialise in enterprise, engineering, manufacturing operations and technology solutions.
As a company that targets manufacturing and engineering companies, BWIR offer many services, including new market development, product efficiency and cost saving design.

VC backed CommonTime develop mobile enterprise applications targeted at industries such as engineering and construction. They’ve worked with organisations such as the NHS, Carillion PLC and Addison Lee.

Established in 1980, the German based company Kratzer Automation is an international leader in Transport Management Systems, supplying logistic software to companies such as John Lewis, DB Schenker, and Arla Foods.

Generating sales of over 61 million euros in this past year alone, their global reputation has enabled Kratzer to sell into many industries, such as retail, manufacturing, transport logistics and third party logistics.

Maginus are multi-channel ERP and web developers. As both an author of their own software Maginus ERP and a Microsoft Dynamics AX Partner, they’ve sold to global companies such as Fox’s Biscuits, Cath Kidston and Smeg.