Background and challenge

Diligend is a due dilligence software for institutional investors (banks, wealth management funds, funds of funds, pension funds, investment consultants and other). As a relatively new player on the market, Diligend possess a powerful solution with the possibility to serve enterprise clients just as family offices. The nature of the FinTech market is characterized by long sales cycle and numerous layers of approvals, and this reality was also experienced by Diligend. Therefore the main challenge was relatively straight forward: more sales.

Recommendations and results

The project started with a thorough study of the due diligence process and related complexities in the institutional investment space, just as what added value does Diligend bring to their clients. With the help of our client, we were able to access a reliable source of prospects that we were reaching out to. The following resources were built:

• Cold emails and follow-ups (we A/B tested different messaging and call-to-actions, such as invitation to a demo, live meeting, sending further resources)
• Inbound messages
• Resources (summary and product fact sheets)
• Inbound follow-ups

As usual, our approach relied on a small number of accounts with detailed targeting.

One aspect which distinguishes this project from others, was that we also participated in demos (online and offline). This active involvement in advanced steps of the sales process is something we aim to incorporate into our B2B SaaS Lead Generation further in the future.

Results

Our cold emails performed well on a consistent basis, with one campaign generating 22% reply rate. In a short period of 3 months, we were able to secure numerous demos on a weekly basis which led to advanced stages of negotiations. In addition to that, we were able to secure several in person meetings in London with world renowned investment consulting and wealth management firms. Lastly, in addition to several advanced negotiations, our activity and resources contributed to one successful new client acquisition, thus considerably shortening the usual sales cycle.