FREQUENTLY aSKED
QUESTIONS

Operatix Inifinity3
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Have a question about Operatix?

We’ve answered a number of our most frequently asked questions below, but do feel free to get in touch with our friendly team should you require anymore information regarding our services.

Our SERVICES

Operatix is an outsourced SDR (sales development representative) agency that aims to generate pipeline, accelerate sales and facilitate market entry for B2B software vendors. Our sales development representatives work on behalf of our customers to generate qualified sales engagements, utilizing a mix of account-based marketing and account-based selling activities.

An outsourced SDR agency is a business that specializes providing businesses with experienced sales development representatives – also known as business development representatives. They act as an extension of the client’s team, working on their behalf to set appointments, generate leads and accelerate sales.

Operatix specializes in the B2B Software industry, predominately in SaaS, with clients typically operating within the realms of Cybersecurity, Business Processes, Big Data & Analytics, Infrastructure, MarTech, Fintech, Cloud, DevOps & IoT. This exclusivity ensures that our teams are skilled in the notoriously long and complex sales cycles of software.

Recruiting and training SDRs/BDRs is not only a lengthy process, but a very costly one – not to mention the many hidden costs of building or expanding a sales team as described in this article. By outsourcing your sales development activities, you’ll have support from a team of highly skilled and experienced professionals who are equipped with a plethora of data intelligence tools, processes & methods to deliver fast results.

 

Many of our clients have internal teams of their own, and our SDRs act as an expansion upon that. They can work on specific accounts your team needs assistance with, cover international regions with native language speakers, focus on outbound if the internal team is well versed in inbound qualification or vice-versa. 

 

In short, they can help fill the gaps within your own team, as well as offering increased flexibility and smooth scalability. 

Our services are tailored to each client’s specific needs and goals, with our sales development representatives utilizing multiple channels to accelerate the sales pipeline. There is typically a combination of marketing and sales automation as well as a manual process of approaching prospective clients on multiple platforms.

As our services are tailored to your business needs and objectives, there is no set pricing. Our expert sales team will be able to provide more information regarding this after discussing your objectives, how many resources you’ll require, the length of the sales cycle and the average deal value. It also depends on the quantity of sales pipeline you’re aiming to generate – check out our Pipeline Calculator for more information regarding this.

We operate worldwide, covering North America, EMEA, LATAM & APAC. We offer native language speakers in 17 different languages, offering coverage in 109 countries and six continents. Our operations centre in Dallas, Taxas covers North America and LATAM while our main base in the UK covers APAC and a plethora of European countries. This is primarily UK, DACH, France, Nordics, Benelux, Spain and Italy due to the amount of industry demand they generate. However, any location can be covered upon request. 

Yes! In fact, 70% of our clients have internal sales development teams. Operatix uses a collaborative approach, ensuring our SDRs are viewed as an extension of our client’s own team. They work hard to penetrate accounts your team may not have the resources or ability to, as well as accelerate market entry into new markets thanks to their knowledge of local cultures and language skills.

Check out the article below for further insights:  Internal & Outsourced SDRs: A hybrid approach to sales development

Our goal is to help your business scale faster and grow quicker. This is why we offer a comprehensive selection of services, including:

 

  • Outbound Sales Development
  • Accelerating market entry to new regions, thanks to our multilingual team
  • Pipeline generation
  • Appointment setting
  • Inbound Response Management
  • Channel programs, including activation and acceleration

The exact daily activities of your allocated SDR will depend on your specific goals. Their role can be focuses on outbound activities in an effort to generate pipeline and accelerate sales within target markets or accounts, or inbound response management, to further qualify and convert marketing leads. 

Outbound sales is when the sales development representative engages initial contact with a prospective client rather than the prospect showing interest first. This involves researching and qualifying a lead to ensure they are of decision-maker level before contacting them via phone, email or social media, with the objective of setting up an initial sales conversations. 

about operatix

Operatix has been fueling the B2B software industry since 2012. You can read more about how Operatix came to be in our interview with Co-Founder and CEO Aurelien Mottier.

Operatix currently operates in both Europe and North America. Our European office is located 40-minutes away from London in Fleet, United Kingdom. In North America, we have an office in San Jose, California and an operations centre based in Dallas, Texas.

We have a team of over 250 staff members working across our three offices in Fleet, UK as well as Dallas and San Jose in the USA.

We are always looking for great talent. For all of our latest job openings, please check our careers page

FIND OUT HOW WE CAN
ACCELERATE YOUR SALES.

Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies

Channel Transformation

Digital transformation is changing how companies buy and use business solutions, making vendors re-assess the capabilities of their channel ecosystem. With channel dynamics in constant flux, vendors need to be ready to cut ties with partners that don’t share their vision or have connections with the right B2B buyers.

 

Operatix has supported numerous vendors in their path to Channel transformation by assessing current partners and recruiting new partners that are more aligned with their new channel strategy. Once the right partners have been identified, Operatix built scalable outbound sales development programs that accelerated their routes to market.

Inbound Response Management

In a competitive industry like technology every lead counts. Operatix can help you maximize conversion from MQL to SQL and from lead to pipeline, increasing both your revenue and ROI on marketing activities.

Account Identification

Identifying the accounts that are more likely to buy from you is part of our expertise. We will research the market, identify verticals and industries that can benefit from your solution and set up qualified sales engagements for your teams to kick-off the sales process. 

Cold Prospecting

Our team will identify new sales opportunities within the strategic accounts that you haven’t been successful in penetrating through your sales & marketing efforts. By applying the ‘Challenger Sale’ methodology we use a tailored, multitouch approach to connect with prospects, generating qualified sales engagements for your team and ultimately increasing your pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Partner Concierge Service

Our Partner Concierge Service helps vendors accelerate their channel programs, by engaging and nurturing channel partners and supporting them to get to revenue quicker.

Demand Generation

Whether you need to implement a demand generation strategy or get more results out of your existing demand gen engine, Operatix can work alongside your marketing team to yield better results out of your demand generation programs.

Account-based Marketing

An Account-based Marketing strategy is only as successful as the revenue it generates. At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Lead Qualification

If your marketing leads aren’t converting, it might be a lead qualification issue. Operatix can help sieve through leads that need further qualification, so they are ready for an AE or sales team member to engage with.

Account-based Selling

At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Pipeline Generation

Generating Pipeline for our clients is our key-objective. And we do that by using a multi-touch, multi-channel approach to generate qualified sales engagements for our customers’ sales teams.   

Account Intelligence / Deep Dive

Understanding buying centres, hierarchies and relevant personas in strategic accounts is a fundamental step to increase conversion rates. By leveraging account intelligence in a sales conversation your team can tailor their message and provide value to their prospective customer. But sales & marketing teams often struggle to dedicate time and resources to do the deep research and this is where Operatix can help.

DMID – Decision Maker Identification

Finding quality data is an on-going challenge for B2B Tech vendors. The accuracy of data platforms is questionable and that is why Operatix developed a manual process to identify & verify contact details for decision makers within strategic target accounts.

Playbook design

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to get your messaging right, accurately position your solution against competitors, and adapt the communication of your value proposition to different buyer personas.

Recorded Testimonial: RXVantage

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Recorded Testimonial: Qualys

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Recorded Testimonial: Incorta

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Sales Playbook Development

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to implementing the correct messaging, accurately position your solution against competitors, and adapting the communication of your value proposition to different buyer personas.

Lead Qualification

If your leads aren’t converting, it might be a lead qualification issue. Operatix can help filter through leads that need further qualification, ensuring that they’re ready for an AE or sales team member to engage with and progress through the funnel. 

Partner Portal / Marketing Concierge Service

Vendors often spend thousands of dollars building multifunctional Partner Portals to help channel partners educate their teams, manage opportunities, and create marketing programs. Still, these portals are often underutilized due to lack of bandwidth and capacity from vendors to offer support in enabling their partner community. Operatix, through their Partner Development team, can support your partners to make the best use out of your partner portal, managing the relationship with your partners and helping them set up co-marketing campaigns to drive more revenue for both businesses. 

Marketing & Sales Alignment

The sales development function is often seen as the “glue” that brings sales & marketing teams together. By working as an extension of your teams, Operatix will be your predictable source of pipeline, sales & revenue.

Optimization of MDF

Market Development Funds are an important component of any channel ecosystem, though vendors believe they are not maximizing the return on investment they should be getting from their MDF programs. At Operatix, we build scalable outbound sales development programs that will give you the visibility of return over the invested spend and will provide clear value for your channel partners.

Increase Partner Productivity

The 80/20 rule is still very applicable to the channel, which means that investing in partner productivity should be a priority for vendors looking to grow their businesses. Operatix can increase partner productivity and shorten sales cycles, by identifying ready to engage sales opportunities for your most valued channel partners.

Virtual Channel Account managers

Our VCAM team is responsible for building, maintaining, and managing sound relationships with current and prospective channel partners. They can get involved in opening up new sales conversations as well as closing small businesses up to $ 10k.

Tier 1 & Tier 2 Activation

Whether your business decided for a Tier 1 or Tier 2 distribution model, Operatix can help your channel partners get to revenue quicker. By providing qualified sales engagements to your channel partners we can accelerate your route to market with tangible and easily measurable results.

Solution Selling Training

Far too often vendors insist on enabling their channel partners to talk about features and technical details of their solutions. Customers don’t buy features; they buy the benefits your solution can bring. Operatix will work with your partner community to train them in articulating your message from a high-level business perspective, enabling them to talk to prospects about the value your solution can bring to their company from a board-level perspective.

Channel Enablement

Enabling your channel partners have measurable wins for your business when done right. Operatix has a proven track record in enabling channel partners from a sales & marketing perspective, providing them the knowledge and tools to successfully pitch your solution and sell the value & benefits of it. 

Partner Recruitment

Recruiting the right Channel Partners is the first step for a successful channel program. Operatix has helped over 350 B2B Software vendors recruit suitable channel partners across EMEA and North America, supporting them to scale and expand their presence in different geographies and verticals. 

Risk/Reward Business Model

To truly work as an extension of our client’s sales & marketing teams, we have also adapted our business models to show how our clients operate, and how their success is measured. With our risk/reward business model your investment is proportional to the results our team delivers.

Sales Qualified Leads

On average, 52.5% of the sales engagements set up by our team progress into a next step in the sale process. That means that 5 out of 10 meetings will progress either into a POC, a Demo or a pipeline opportunity.

Geographical Scale

Trading in different geographical markets not only requires a knowledge of the native language, local rules & policies, but a deeper understanding of the local culture and habits. We have the ability to deliver campaigns in multiple countries with flexible resource allocation. This is through our team of international speakers, who have the ability to sell in 17 different languages across the globe.

Increase Revenue & Decrease Cost

Building an internal sales development team comes with many additional costs and challenges that aren’t always taken into account: recruiting resources, training and enabling them etc. You also need to take into account the need for having the data and tools to make them successful, which in turn requires time, capital and effort. By outsourcing your sales development to Operatix you will see your revenue increasing, while decreasing costs and business risk.

Predictable Pipeline Generation

On average, our clients see a 26X ROI on the programs we deliver. By understanding your revenue targets and sales pipeline gap, we will work on a sales & marketing plan that will deliver tangible results.

Vertical Growth

Entering new industries or launching new product lines? Operatix can accelerate your growth by supporting your go-to-market strategy, and getting your sales teams in front of decision makers in key target accounts.

Reduce Headcount

By outsourcing your sales development and partner programs to Operatix; we reduce headcount and the challenges that come with managing people, technologies, and processes. We take care of your sales development, so you can focus on what matters the most: growing your business.

Revenue Acceleration

Operatix helps your business get to revenue quicker. By providing qualified sales engagements for your direct sales team (to kick-off new sales cycles), or by accelerating the growth of your channel partners, our focus remains on delivering tangible results for your business. 

Persona-based Selling

Operatix team will design specifically tailored messages to influence the different levels of decision makers in the sales process, tailoring the communication according to each job function. Our focus is to sell the value of your solution from a business perspective, not its features.    

Recorded Testimonial: Bitglass

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