Outsourcing business development to boost the bottom line
IntegriLeads works solely with companies within the IT sector while the firm ensures it provides high-quality appointments to its clients, resulting in a retention rate of over 70 per cent
Business development is a tricky endeavour for most companies which sees more relying on the expertise and know-how of IntegriLeads to help bridge that gap
Generating business is a constant concern for all organisations, and building up a business development staff can be tricky. High turnover and having to invest significant resources to bring them up to speed can feel like a gamble at the best of times.
IntegriLeads specialises in business development and appointment setting, working solely with companies within the IT sector. Their clients offer everything from sophisticated training solutions, solutions within the metaverse, all the way to AI.
IntegriLeads is a female-led organisation, founded by Jayne Delaney, Aisling Kirwan and Eimear O’Connor who attribute three core qualities to their success: integrity, transparency and communication.
That philosophy has ensured IntegriLeads provides high-quality appointments to its clients, resulting in a retention rate of over 70 per cent, which has enabled significant growth in the last four years.
As sales is always a priority for businesses, outsourcing the business development frees up time, money, and energy for its marketing and sales teams to focus on what they do best.
“We take the pain away,” said Aisling Kirwan, sales director for IntegriLeads. “We act as an extra arm to their sales and marketing team, providing a company with a constant pipeline while they focus on closing deals.”
Across its wide range of clients, about one-third are based in Ireland. They help these companies target all English-speaking regions including Britain, Nordics, Benelux, as well as the expansive US market.
With years of experience across multiple regions, the IntegriLeads team know the nuances that work in different geographies.
Their tailored messaging takes into account the sector the prospects are in, their position within an organisation, and their location. This messaging combined with access to an abundance of real-time data puts IntegriLeads in the best position to represent companies.
Another significant draw to their service is that after the initial set up, they work on a pay-per-performance model with no exit clause, allowing a client a low-risk entry and the ability to pause at any time. This flexibility enables the client to plug in their expertise when needed and in line with their roadmap and plans.
The first step of the process is the onboarding, the foundation for any successful campaign as it’s where the client has an opportunity to get across their offering.
By meeting the team and management, and highlighting their USPs and target audience. it creates a rapport which makes communication and transparency effective when the campaign begins.
IntegriLeads relish in the uniqueness of each campaign as even when solutions are similar, the clients have a different spin on it.
“All clients have their own story to tell, so it’s not going to be a one-size-fits-all approach,” said Kirwan. “Each of them will have their own specific messaging, so it’s important we listen.”
As the campaign progresses the pay-per-performance model keeps the team motivated to make the changes necessary to guarantee quality appointments.
IntegriLeads take a proactive approach and make changes based on the feedback they are getting from prospects, all of which are communicated to the client. This gives a real sense of being a part of the client’s team as they are all pulling in the same direction.
Kirwan also elaborates on the importance of integrity and transparency saying “success won’t come if you’re not willing to have the awkward conversations. We are honest and direct because at the end of the day it’s not about saying what the client wants to hear, it’s about working together to get the best quality appointments.
“Clients respect that as we’re all in business to succeed.”
At the heart of IntegriLeads is a real passion for what they do. The service is an essential one for many IT companies globally and the feedback from clients has been exceptional with Kirwan concluding, “A client’s success is our success.”
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