A newly funded cloud startup needed to quickly validate and scale its sales efforts to capture market share and secure early customers. Building an in-house sales team was costly and time-intensive, risking delayed go-to-market impact and stretching their resources. Without a clear, scalable sales process, they faced challenges in reaching high-potential customers efficiently and effectively, jeopardizing their ability to maximize the impact of their funding.
IberianSales helped a cloud startup rapidly launch its sales operation after funding, allowing them to secure early customers without the high costs of hiring a full team. By providing targeted market insights, executing multi-channel outreach, and creating a scalable sales playbook, IberianSales built a strong pipeline and positioned the startup for growth—quickly, effectively, and cost-efficiently.
February 12, 2024
Demand Gen, Revenue Growth
With fresh capital and a market-ready product, the startup’s priority was clear: quickly establish a sales pipeline and bring in early adopters. However, building a sales team in-house would have required time-intensive recruitment, training, and management. They needed a partner who could deploy a scalable sales strategy immediately and deliver results without the commitment of a large fixed investment.
IberianSales was uniquely positioned to address this challenge. With experience in tech sales, a deep understanding of enterprise client needs, and a commitment to lean sales models, IberianSales provided a ready-made team and strategy to jumpstart the sales process.
To accelerate results, IberianSales conducted a swift market assessment to identify high-priority customer segments. By analyzing the needs and challenges specific to these segments, IberianSales pinpointed which industries and types of enterprises would benefit most from the startup’s project management solutions. This research led to tailored value propositions that resonated with potential clients, such as enhanced collaboration, seamless scalability, and integration with existing cloud systems.
In addition, IberianSales refined the startup's positioning to emphasize its unique benefits over other cloud-based project management solutions, focusing on agility, security, and ease of deployment—key factors for enterprise decision-makers.
With a clear understanding of the target market, IberianSales deployed a series of targeted outbound campaigns, including email, LinkedIn, and phone outreach. Each campaign was customized to address the specific challenges of enterprise teams managing complex projects, with messaging focused on operational efficiency, data security, and integration flexibility.
With a flow of interested leads, IberianSales implemented a structured lead qualification process to prioritize high-potential prospects. By scoring leads based on factors like company size, budget, and project complexity, IberianSales was able to optimize outreach efforts and concentrate on those most likely to convert.
This lead qualification process also allowed the team to manage and track each lead’s journey through the sales funnel, ensuring timely follow-ups and strategic nurturing to drive conversions. Leads with immediate needs were fast-tracked for demos and further engagement, while those showing interest but not yet ready to buy were added to nurture sequences to keep them engaged.
To ensure continuity and scalability, IberianSales developed a detailed sales playbook tailored to the cloud solution’s unique selling points and client base. This playbook covered every aspect of the sales process, from initial outreach and lead qualification to demo scripts and objection handling techniques specific to cloud-based project management.
This playbook enabled IberianSales to maintain consistency across all interactions, providing the startup with a replicable framework for future sales hires or additional team members as the business grows. The playbook also included guidelines for handling objections common in enterprise sales, such as concerns over data security, compliance, and transition support, equipping the team with strategies to overcome resistance and build trust.
Within months of engaging IberianSales, the cloud startup achieved impressive sales milestones:
IberianSales provided the agility and expertise the startup needed to transform a new product and fresh funding into real market traction. By leveraging an outsourced sales model, the startup was able to kick off sales without the significant overhead of building an in-house team, achieving both speed and efficiency. This partnership demonstrates how an outsourced sales approach can empower tech startups to meet ambitious sales goals, maximize the impact of their investment, and position themselves for sustainable growth.
