Qapita, a leading SaaS-based equity management platform, empowers employee equity ownership, enhances governance, and improves financial reporting for companies at all stages. Its sophisticated software revolutionizes equity management by automating CapTables, ESOPs, due diligence, and transactions, streamlining operations for maximum efficiency.
Predictable Lead Generations
Qapita grappled with the challenge of generating a sufficient volume of leads for their US Go-To-Market (GTM) strategy. The initial stages of the sales pipeline lacked the desired influx of potential customers, hindering the overall momentum of their growth initiatives.
Lead Quality Issues
Compounding the lead generation challenge was the issue of lead quality. The leads sourced did not meet the stringent criteria for quality, resulting in a diminished impact on the subsequent stages of the sales funnel.
Low Conversion Rates
The conversion rates from leads to meaningful engagements, such as meetings or sales, were alarmingly low. Improving conversion rates became a focal point for addressing this specific challenge.
Team Size
Qapita’s SDR & BDR teams encountered challenges stemming from both inadequate numbers and efficiency. The team’s size was insufficient to match the demands of a dynamic market.
Strategy and Implementation
The existing strategies and implementation processes of the SDR/BDR team were falling short of yielding the desired results. Qapita recognized the necessity for a strategic overhaul, ensuring that the team’s efforts were aligned with industry best practices and optimized for success in the competitive landscape.
Qapita faced limitations in its technological infrastructure, specifically concerning the engagement and conversion of hot leads. The absence of a comprehensive tech stack hindered their ability to effectively manage and nurture potential opportunities. Enhancing the tech stack became a priority to capitalize on hot leads and streamline the conversion process.
Revamped US GTM Strategy
Sprouts collaborated with Qapita to completely overhaul their US Go-To-Market (GTM) strategy. The revamp addressed crucial aspects such as lead generation, lead quality improvement, and an overall increase in conversion rates. This strategic enhancement aimed to provide Qapita with a more robust foundation for engaging and converting potential customers in the highly competitive US market.
Targeted Campaign Execution
In conjunction with the strategic overhaul, Sprouts executed targeted campaigns designed to address specific pain points identified in Qapita’s GTM strategy. These campaigns were tailored to resonate with the target audience, effectively positioning Qapita as a solution provider for the challenges faced by their potential customers.
Combining Multiple Databases
Qapita adopted the Sprouts platform to leverage multiple databases and create a unified data lake. This aimed to enhance the depth and quality of customer data, providing Qapita with a comprehensive understanding of its target audience. The unified data lake became a valuable resource for personalized engagement and targeted marketing strategies.
AI-Powered Intelligence Layer Implementation
Sprouts introduced an AI-powered intelligence layer to Qapita’s enriched customer profiles. This layer added a sophisticated level of insight and analysis, enabling Qapita to understand customer behavior, preferences, and potential needs on a deeper level. The implementation of AI-driven intelligence was of the essence in creating more meaningful and personalized interactions with their audience.
Smart Visitor Identification Through Bombora
Sprouts has partnered with Bombora for smart visitor identification technology. This enabled Qapita to unveil the identities of website visitors without relying on explicit interactions. By leveraging sophisticated algorithms and data analysis, Qapita could identify and gather information about companies or individuals exploring their website, providing a more comprehensive view of potential prospects.
Intent Discover with Clearbit
The denonymization process facilitated precise prospecting and targeting. By understanding the specific characteristics and behaviors of website visitors, Qapita could tailor their outreach strategies to resonate with the identified profiles. This personalized approach significantly increased the effectiveness of their prospecting efforts and improved the overall quality of leads.
Utilization of Sprouts’ Capabilities
Qapita leveraged Sprouts’ capabilities to identify demand signals from potential customers. The platform’s advanced features enabled Qapita to discern patterns of interest and intent, providing valuable insights into the needs and preferences of their target audience.
Strategic Targeting Based on Intent
Armed with the insights gained through intent discovery, Qapita developed targeted strategies to engage with accounts showing interest in specific topics related to their offerings. This strategic targeting ensured that Qapita could align their outreach efforts with the immediate needs and concerns of potential customers, increasing the likelihood of meaningful engagements.
ABM-Focused Training Sessions
Sprouts conducted comprehensive training sessions for Qapita’s SDRs, focusing on the nuances of acing ABM. These sessions equipped the team with a strategic mindset, emphasizing personalized approaches to engage with high-value accounts and enhance overall conversion rates.
Cold Calling Scripts and Platform Onboarding
Sprouts played a key role in enhancing the efficiency of Qapita’s SDR/BDR team by providing tailored cold-calling scripts and facilitating platform onboarding.
The implementation of Sprouts’ solutions led to a remarkable increase in meetings booked, doubling the number within just two months. This showcased an impressive growth rate and a substantial improvement in Qapita’s ability to engage with potential clients.
Qapita experienced a notable 33% increase in conversion rates, indicating a more effective and streamlined lead-to-sales conversion process. The strategic enhancements and targeted campaigns had a direct impact on the efficiency of the conversion funnel.
Addressing the initial challenge of insufficient leads, the integrated approach resulted in a doubling of lead flow. Qapita successfully overcame the challenge of inadequate lead generation, ensuring a more robust and consistent influx of potential customers.
The efficiency of Qapita’s SDR/BDR team improved by a remarkable 3X. The combination of strategic training, refined processes, and Sprouts’ technology integration significantly enhanced the team’s productivity and effectiveness in prospecting and engagement.
Running multi-sequence campaigns with website links, resulted in a noteworthy 54% increase in demos booked directly from the website. This demonstrated the tangible impact of personalized and targeted marketing efforts, showcasing the effectiveness of the integrated approach in driving meaningful customer engagement.
