In late 2020, BiGMedia.ai engaged with Vanguard Prospecting with the hopes of increasing top-of-funnel production and establishing a repeatable sales strategy. With the media production industry on its heels as a result of COVID-19, founder Chris Bray, found himself in a unique position. He could provide a valuable solution to the industry, however he did not have a sales team to produce demand for him.
Bringing a Revolutionary Software to the Big Leagues and Increasing Their Total Qualified Lead Volume by Over 300%
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BiG Media is the first company dedicated to Media Process Automation (MPA). Their software solutions are designed for modern media companies who need to maximize their time and minimize their costs, while making quality content better, faster, and cheaper than their competition.
Led by experienced media professionals and technologists, BiGMedia’s growing suite of automated solutions, called the ME Suite, tackles redundant processes within the media workflow. By reducing the number of freelancers needed, increasing efficiencies, and decreasing costs on every video production, companies can invest more money into their creative while improving their margins.
When Vanguard Prospecting initially engaged with BiGMedia.ai, lead generation efforts were limited to the Founders network within the media production industry and inbound marketing strategies. The company had customers who loved their products, but BiGMedia lacked the foundational infrastructure from which to launch a sales program, and they did not have a clear strategy with which to attack the market.
The number of possible solutions that BiGMedia.ai could provide to its customers via its suite of software tools was large. Prospects were often confused by the complexity, and potential options. As a result, BiGMedia needed to determine whether a product-centric or problem-centric sales strategy would be the most effective.
During the course of a 3 month Pilot engagement, Vanguard Prospecting either met or exceeded all top-of-funnel goals week over week. Vanguard’s team of sales experts were able to produce immediate demand within the first week of campaign launch by implementing it’s Quick Win System™. Through multiple iterations of audience and messaging testing across all outbound channels, the team was able to validate that a problem-centric approach would be the most effective strategy.
This consultative approach led to Vanguard Prospecting producing 56 qualified meetings with Fortune 500 companies and increased BiGMedia.ai’s total qualified lead volume by over 300%. we documented steps taken to produce this demand into a playbook that will be used to scale the sales program further.
The outbound efforts developed by our team have been automated and scaled and will continue to generate revenue. Additionally, BiGMedia.ai has agreed to continue working with Vanguard Prospecting with the intent of further optimizing top-of-funnel production. Additionally, they will be leveraging Vanguard Prospecting to build the playbook for the middle and bottom of the funnel.
Ready to grow your business to the next level and beyond with tailored sales strategies? Whether you need to outsource an entire sales team – or simply need structured guidance – Reach out today by filling out the form and a member of our expert team will contact you shortly.