Martal Group's Strategic Pivot with 6sense's Psychographic Data
Technology Category
- Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries
- Equipment & Machinery
Applicable Functions
- Sales & Marketing
Use Cases
- Time Sensitive Networking
About The Customer
Martal Group, founded in 2009, is a top lead-generation and sales solution powered by human intelligence and reliable business data. As an on-demand sales partner in North America, Martal Group serves B2B tech companies by generating qualified leads, providing support staff and services through signed contracts. Martal Group’s team of fractional sales executives and account managers help companies source deals, pitch prospects, and win new business. Martal Group is a lead generation and sales agency that enhances the in-house sales teams of B2B companies by providing Sales Executives on demand. As a team of fractional employees, Martal Group has always been cautious about how using specific tools will influence results for their customers.
The Challenge
Martal Group, a leading lead-generation and sales solution provider, faced a significant challenge during the COVID-19 pandemic. The pandemic altered the landscape of cold outreach, necessitating a shift in Martal Group's sales strategy. The company recognized the need to adopt an account-based marketing (ABM) approach, which involved engaging smaller groups within a single account with more targeted messaging. However, traditional ABM programs often require substantial time and effort to scale, which contradicted Martal Group's commitment to efficiency in terms of time, budget, and tools. As on-demand sales representatives, the tools they use directly impact the results they produce for their clients. Therefore, Martal Group needed an ABM solution that could deliver robust data and revenue without sacrificing time, money, or resources.
The Solution
Martal Group found the solution in 6sense's groundbreaking sales intelligence software, Revenue AI for Sales. This tool empowered Martal Group's sales representatives with accurate, in-depth data, enabling them to target the right new accounts at the right time and build stronger relationships with existing ones. One of the most impactful features of 6sense's Revenue AI for Sales is its psychographic capabilities. These intent signals help sellers understand the mindsets of their buyers, including their lifestyle interests, communication preferences, and overall values. With 6sense's psychographic data, sales representatives could narrow their email prospects by industry and constantly solicit feedback on their strategies and results. This opened doors for Martal Group to offer new solutions. Edd Young, VP of Sales Operations at Martal Group, also highlighted the positive customer experience with 6sense, setting it apart from competitors.
Operational Impact
Quantitative Benefit
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
Related Case Studies.
Case Study
Smart Water Filtration Systems
Before working with Ayla Networks, Ozner was already using cloud connectivity to identify and solve water-filtration system malfunctions as well as to monitor filter cartridges for replacements.But, in June 2015, Ozner executives talked with Ayla about how the company might further improve its water systems with IoT technology. They liked what they heard from Ayla, but the executives needed to be sure that Ayla’s Agile IoT Platform provided the security and reliability Ozner required.
Case Study
IoT enabled Fleet Management with MindSphere
In view of growing competition, Gämmerler had a strong need to remain competitive via process optimization, reliability and gentle handling of printed products, even at highest press speeds. In addition, a digitalization initiative also included developing a key differentiation via data-driven services offers.
Case Study
Predictive Maintenance for Industrial Chillers
For global leaders in the industrial chiller manufacturing, reliability of the entire production process is of the utmost importance. Chillers are refrigeration systems that produce ice water to provide cooling for a process or industrial application. One of those leaders sought a way to respond to asset performance issues, even before they occur. The intelligence to guarantee maximum reliability of cooling devices is embedded (pre-alarming). A pre-alarming phase means that the cooling device still works, but symptoms may appear, telling manufacturers that a failure is likely to occur in the near future. Chillers who are not internet connected at that moment, provide little insight in this pre-alarming phase.
Case Study
Premium Appliance Producer Innovates with Internet of Everything
Sub-Zero faced the largest product launch in the company’s history:It wanted to launch 60 new products as scheduled while simultaneously opening a new “greenfield” production facility, yet still adhering to stringent quality requirements and manage issues from new supply-chain partners. A the same time, it wanted to increase staff productivity time and collaboration while reducing travel and costs.
Case Study
Integration of PLC with IoT for Bosch Rexroth
The application arises from the need to monitor and anticipate the problems of one or more machines managed by a PLC. These problems, often resulting from the accumulation over time of small discrepancies, require, when they occur, ex post technical operations maintenance.
Case Study
Data Gathering Solution for Joy Global
Joy Global's existing business processes required customers to work through an unstable legacy system to collect mass volumes of data. With inadequate processes and tools, field level analytics were not sufficient to properly inform business decisions.
