Data Build & Lead Generation with Follow-up Email Program – Market Dojo

TBG Group works with Market Dojo to increase their business-to-business sales pipeline

Market Dojo are a UK based software company offering Software built by procurement professionals, for procurement professionals. Their solutions allow the streamlining of procurement to obtain real value and mitigate risk. This is achieved through easy to use, yet capable eSourcing and supplier engagement applications available on-demand or with enterprise licencing. 

Market Dojo offer an array of capabilities, to help procurement professionals get the most out of their sourcing and supplier engagement activities. They believe in making better eSourcing a reality for all procurement teams, regardless of location, experience or budgets. All their products are fully on demand, designed by procurement professionals and built with a focus on ease of use. 

Campaign Objective and Project Background

Market Dojo approached TBG Group with a view to engage in telemarketing services to support their vision and help increase their business-to-business sales pipeline, in promoting their e-sourcing solution software.  

The aim of the campaign was to create an awareness for Market Dojo’s offerings and establish contact with decision makers within procurement teams. Market Dojo’s target audience were Small Medium Enterprise (SME) businesses, typically £50m-£5bn. The decision makers that were targeted for the campaign were as follows: 

  • Chief Procurement Officers (CPOs)
  • Director of Procurement 
  • Head of Procurement
  • Buyers 
  • Procurement Managers
market-dojo-logo

Services Provided:

Lead Generation

Engage with the correct decision maker at their level to establish opportunities within your chosen sector. We use intelligent non-scripted conversations to maximise your success rate and dramatically increase ROI.
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Email Marketing

Consistent, intent-driven E-mails to existing or pre-brought datasets accompanied with detailed reporting segments outlining areas for refinement before the next E-mail send.
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Lead Generation

Engage with the correct decision maker at their level to establish opportunities within your chosen sector. We use intelligent non-scripted conversations to maximise your success rate and dramatically increase ROI.
Learn More

Email Marketing

Consistent, intent-driven E-mails to existing or pre-brought datasets accompanied with detailed reporting segments outlining areas for refinement before the next E-mail send.
Learn More

Data Build

Gathering data specific to the target audience of a business and employ various criteria such as demographics, industry, location, and interests to create highly targeted contact lists.
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Data Cleanse

Our agents have extensive experience in conducting telephone-based data cleansing, profiling and enhancement work across a wide range of both consumer and B2B sectors in the UK and overseas.
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Data Build

Gathering data specific to the target audience of a business and employ various criteria such as demographics, industry, location, and interests to create highly targeted contact lists.
Learn More

Data Cleanse

Our agents have extensive experience in conducting telephone-based data cleansing, profiling and enhancement work across a wide range of both consumer and B2B sectors in the UK and overseas.
Learn More
I highly recommend TBG Group to any business looking to increase their customer portfolio. They were always accessible, responsive, and open to feedback. It felt like a true partnership, where they collaborated with us to find the best possible solutions for our unique challenges.
Marketing Director
Market Dojo
I highly recommend TBG Group to any business looking to increase their customer portfolio. They were always accessible, responsive, and open to feedback. It felt like a true partnership, where they collaborated with us to find the best possible solutions for our unique challenges.
Marketing Director
Market Dojo

Project execution

Ahead of starting the campaign, 2 TBG Group dialling agents and a TBG account manager, attended a meeting with Market Dojo’s CEO and Co-founder Alun Rafique, at Market Dojo’s offices, located in Stonehouse Gloucester. 

During this meeting, TBG Group discussed with Market Dojo the aims of the campaign and were given a demonstration of Market Dojo’s eSourcing Solution, so that TBG Group’s agents had the best understanding possible, ahead of kicking off the campaign.  

The campaign focused on contacting attendees of March’s 2022 eWorld Procurement and Supply event. Since 2001, eWorld Procurement & Supply has provided a unique insight into the latest innovations and technologies for senior procurement, supply chain and finance executives. Market Dojo had held a stand at the event and wanted to focus their efforts on establishing contact with those who had attended and who had expressed interest in their solution. 

Market Dojo had provided TBG Group with a list of contacts, these were individuals who had provided their details during their attendance at the event. Due to the nature and business of the event, some of the information wasn’t in its entirety, meaning that TBG Group’s agents had to begin the campaign by completing a “data build” using tools such as LinkedIn sales Navigator to be able to establish the correct, or at least, the most relevant business contact, to maximise the opportunity of speaking with a decision maker.  

TBG Group completed the build, gaining as much information as was accessible, before beginning the calling campaign, looking to speak with the appropriate procurement contact to establish interest in Market Dojo’s offering, and to offer the opportunity of a live demonstration of their eSourcing solution. When TBG Group commenced the dialling, agents took every opportunity available to enrich the data that we had and during conversations, and a series of qualifying questions were covered on the call to provide marketing intelligence back to the client at the completion of the campaign. The dialling on the campaign was trialled over different stages of the day (AM / PM) to establish any trends and to make the most of the chances we had to contact the decision makers in the business.  

The campaign was predominantly made up of outbound calling, however, Market Dojo had also provided TBG Group with access to a Market Dojo email address, which TBG Group agents took control of to manage the sending of requested information too prospective clients, and to manage any email responses and follow ups as appropriate. In addition to the email, TBG Group had an inbound line which was dedicated to calls that had come from the activity on the Market Dojo account. This was monitored daily, and a voicemail function was operational to assist TBG Group agents in maintaining contact with any potential leads. 

Project execution

Ahead of starting the campaign, 2 TBG Group dialling agents and a TBG account manager, attended a meeting with Market Dojo’s CEO and Co-founder Alun Rafique, at Market Dojo’s offices, located in Stonehouse Gloucester. 

During this meeting, TBG Group discussed with Market Dojo the aims of the campaign and were given a demonstration of Market Dojo’s eSourcing Solution, so that TBG Group’s agents had the best understanding possible, ahead of kicking off the campaign.  

The campaign focused on contacting attendees of March’s 2022 eWorld Procurement and Supply event. Since 2001, eWorld Procurement & Supply has provided a unique insight into the latest innovations and technologies for senior procurement, supply chain and finance executives. Market Dojo had held a stand at the event and wanted to focus their efforts on establishing contact with those who had attended and who had expressed interest in their solution. 

Market Dojo had provided TBG Group with a list of contacts, these were individuals who had provided their details during their attendance at the event. Due to the nature and business of the event, some of the information wasn’t in its entirety, meaning that TBG Group’s agents had to begin the campaign by completing a “data build” using tools such as LinkedIn sales Navigator to be able to establish the correct, or at least, the most relevant business contact, to maximise the opportunity of speaking with a decision maker.  

TBG Group completed the build, gaining as much information as was accessible, before beginning the calling campaign, looking to speak with the appropriate procurement contact to establish interest in Market Dojo’s offering, and to offer the opportunity of a live demonstration of their eSourcing solution. When TBG Group commenced the dialling, agents took every opportunity available to enrich the data that we had and during conversations, and a series of qualifying questions were covered on the call to provide marketing intelligence back to the client at the completion of the campaign. The dialling on the campaign was trialled over different stages of the day (AM / PM) to establish any trends and to make the most of the chances we had to contact the decision makers in the business.  

The campaign was predominantly made up of outbound calling, however, Market Dojo had also provided TBG Group with access to a Market Dojo email address, which TBG Group agents took control of to manage the sending of requested information too prospective clients, and to manage any email responses and follow ups as appropriate. In addition to the email, TBG Group had an inbound line which was dedicated to calls that had come from the activity on the Market Dojo account. This was monitored daily, and a voicemail function was operational to assist TBG Group agents in maintaining contact with any potential leads. 

Results

Once TBG Group agents had established interest, the “lead” was passed over live to the sales and marketing managers at Market Dojo, so that they could then continue to nurture these opportunities within their sales pipeline.  

All gained market intelligence was captured within TBG Group’s internal CRM system, which was able to be exported and returned to the client at the end of the campaign. TBG Group are pleased to work with companies such as Market Dojo and play a pivotal role in providing high quality leads, and future marketable opportunities. 

Results

Once TBG Group agents had established interest, the “lead” was passed over live to the sales and marketing managers at Market Dojo, so that they could then continue to nurture these opportunities within their sales pipeline.  

All gained market intelligence was captured within TBG Group’s internal CRM system, which was able to be exported and returned to the client at the end of the campaign. TBG Group are pleased to work with companies such as Market Dojo and play a pivotal role in providing high quality leads, and future marketable opportunities. 

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Get in touch

Whatever your query is – we’re here to help. Speak to our experienced team by submitting a form below.

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