Case Studies

We help our clients exceed their goals

"In the first 6-8 months, from all of the other channels combined, we generated a quarter of the appointments that FRONTLINE generated. As an organization, 80%-90% our appointments come from FRONTLINE. They ensure we have a measurable and scalable way to grow our top-of-funnel activity, and have absolutely delivered the high-quality appointments we need to grow our business."
– Amahl Williams, VP of Marketing

Problem/Concern/Issue

Pluris had expanded goals to grow the business, with a specific budget dedicated to acquiring new logos. Historically, much of their business was conducted by word of mouth. However, their significant growth plans dictated the need for more aggressive business development and they didn’t want to invest the resources necessary to hire an inside sales team.

  • Industry: Marketing Services
  • Sales Team Structure: No inside sales team or business development reps

Results with Staccato

  • $2 million in pipeline opportunities, even with a small contract with 20 hours of outbound calling per week
  • 6 MI’s resulting in future opportunities
  • 1 closed deal, 1 in contract stage, totaling $2.6 million over 3 years
"I loved the team-aspect of having FRONTLINE as part of our fabric as we were initially rolling out. The process forced us to shape our messaging at the outset and identify our value proposition and target audience. FRONTLINE was very helpful in developing and of course, executing, on that messaging."
– Harold Mondschein, CEO

Problem/Concern/Issue

As a start-up, the primary focus was building brand awareness and lead generation. Without an in-house sales team, they needed to create more sales opportunities using proven B2B sales techniques.

  • Industry: Healthcare
  • Revenue: $5.2 million
  • Sales Team Structure: Start-up organization with no inside sales team

Results with Staccato AutoPilot

  • Generated more appointments than they could execute, forcing them to reduce contract hours
  • Ramped up sales and lead generation efforts quickly
  • Built brand awareness and value to the marketplace
  • Helped us refine our messaging and uncover the right titles and accounts to find their true target audience
"I was initially concerned that FRONTLINE’s reps wouldn’t have the technical know-how to speak intelligently about our product and wouldn’t accurately represent the brand by getting caught in a sales conversation they weren’t prepared to handle. But with the Staccato methodology, that wasn’t a problem at all because those calling on our behalf don’t have to be the masters of our product; they are the masters of our message. They don’t sell for us — they simply get our reps to that first conversation, which has been a real challenge for us."
– Lance Hood, VP of Marketing

Problem/Concern/Issue

Array had plans to build their business and did not have the time to train internal sales development reps. Their goal is to add 4 to 5 new customer logos this year and they needed help meeting that aggressive target, which is why they leveraged appointment setting services. They had launched two new products and needed to quickly identify and engage the buyers or influencers for these products in the target market.

  • Industry: Healthcare
  • Sales Team Structure: Small inside sales team focused on closing deals, not business development

Results with Staccato AutoPilot

  • Reached the goals for phase 1 of the project within 90 days of launch
  • Positive feedback from prospects and clients on the professionalism of the FRONTLINE team
  • 28 high-quality appointments set in a secondary campaign
“FRONTLINE has had significant success helping organizations with complex sales, where multiple people are involved, and that's exactly what we needed. I'm a believer in what FRONTLINE does."
– Greg Gruning, Chief Revenue Officer

Problem/Concern/Issue

Segmint was searching for solutions to shorten their long, complicated sales cycle. They needed to proliferate brand and product awareness in the financial sector, as well as generate new sales opportunities.

  • Industry: Marketing/IT Services

Results

  • According to Greg Gruning, CRO, the number of meaningful interactions (appointments) generated was excellent. He gave FRONTLINE very high marks for getting them in front of the right audience and providing the opportunity to make their pitch. They wanted to get their message out as quickly and efficiently as possible, and FRONTLINE helped them do that. In addition, they experienced success converting those opportunities into business.