CharlieHR

Case
Study

Charlie HR
Overview

CharlieHR brings clarity to HR chaos by enabling businesses to automate their human resource tasks with their bespoke software solution. Starting life back in 2016 with three people working from a small office in Whitechapel, they now boast over 46,000 users making HR effortless for each one.

Having just brought in a full sales function 18 months ago, they were looking to bring in new leads, streamline their deal closing process and experiment with their marketing, but didn’t have the internal resource to scale at pace. They also wanted to try outbound marketing, having relied previously on product-led and inbound sales.

They were looking for a partner that could offer expertise and flexibility, adapting with them without being locked into long contracts or distant promises of success.

Our work with CharlieHR is the perfect example of successful and collaborative outsourcing that drives tangible results.

Man working on laptop

THE CHALLENGE...

Having been in business for 7 years, CharlieHR had only brought in a full sales function 18 months previously, which consisted of 2 people. They knew that they wanted to accelerate lead generation; experiment with their marketing; and get better at closing the existing deals they had, but had a limited amount of time and internal resource to do so.

The Air Marketing team quickly got to work having lots of conversations with the CharlieHR team as part of our comprehensive onboarding process. This preliminary work helped us to capture the essence of the company’s offering and ethos, and laid all the groundwork for our outbound campaign.

Our work included:

  • Providing an Account Executive to cover for someone on paternity leave who closed existing inbound deals and new leads generated from the outbound campaign
  • Increasing the average deal size
  • Increasing MRR

The Result...

Working collaboratively with CharlieHR, our expert sales and marketing teams were able to:

  • Exceed the MRR goal from £1,500 per month to over £2,000
  • Close 40% of incoming deals within a month – described by CharlieHR’s Head of Sales as “one of the fastest ramp ups that I’ve seen, which has been really impressive.”
  • Assist in doubling the average software deal size, compared with the same time last year

CharlieHR are thrilled with the increase in MRR they are able to bring in each month as a result of working with Air Marketing, without having to rely on the costs and training associated with a new hire.

CharlieHR logo

FLORENCE WOODFIN

Head of Sales, CharlieHR

“I absolutely would recommend working with Air Marketing. Three key elements stand out to me – the flexibility, the expertise and time-saving. Not only have they provided great results commercially, but they’ve also been delivered by a friendly, professional team who have been adaptable at every stage.”

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ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Funding Circle

Case
Study

0
calls made
0
decision makers
spoken to
0
leads generated
0 %
contact rate

AIDAN PILGRIM

Manager of Outbound Sales - Funding Circle

“Our results since working with Air have been really, really good. We have generated literally millions of pounds worth of new loans to new customers. We have done it profitably the whole way through each year and we have also been able to reach those customers that just don’t respond to any other of our marketing channels.”

Funding Circle
Overview

Funding Circle is the UK’s largest SME lending platform, connecting investors who want to lend with small businesses looking for access to the finance they need to grow.

Since launching in 2010, more than 80,000 investors – including retail investors, banks, asset management companies, insurance companies, government-backed entities and funds – have lent more than £5 billion to over 50,000 UK businesses.

THE CHALLENGE...

Funding Circle were looking to work with a partner who could help them effectively contact UK SMEs who were looking to grow their businesses and could benefit from finance. They needed this channel to be effective in reaching customers who hadn’t responded to other marketing channels but could benefit from what they had to offer.

Funding Circle wanted to start quickly, needed the flexibility to run tests and wanted a ready-made sales team who could slot in alongside their current team.

Our Response...

Air knew that Funding Circle required their partner to scale up quickly and really represent the brand well to give customers reassurance that they were talking to someone informed on Funding Circle.

To provide a smooth customer and partner journey, Air suggested creating a campaign which would allow possible opportunities to be live transferred into the Funding Circle team if customers agreed to this. Once a lead had been qualified to the agreed criteria, Air would either live transfer the prospect to the Funding Circle Account Managers or agree a specific time for the Account Managers to call the prospect back to help them make an application for funding. This solution allows Funding Circle to provide a quote for a business loan whilst on the phone with the prospect and also speeds up the customer journey for those busy business owners looking to potentially secure a loan.

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ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Granter

Case
Study

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Calls made
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Decision makers reached
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Leads
0
Signed contracts

Joshua Jefferson

Head of business development - granter

Having worked with a number of providers throughout the years, the refreshingly honest and accurate assessments of what would we could expect in terms of ROI first brought us in. What has made us stay is the excellent service and collaboration that we see from the team as well as the ROI. I could not speak more highly of our Account Manager and SDR team and would thoroughly recommend Air Marketing to any business trying to get their outbound sales process up and running.

Granter
Overview

Granter is a start-up that specialises in R&D tax credits in the engineering, construction and manufacturing industries.

The business uses its experienced R&D experts and an innovative client portal to help businesses claim the tax credits they are entitled to. Businesses can save time and money submitting their request to Granter, saving an average of 80 hours of work per claim.

THE CHALLENGE...

Our main point of contact at Granter worked with similar companies to Air Marketing in previous roles. This meant the business had a clear idea of what they wanted.

Granter wanted to work with a Sales Development Representative (SDR) who could grow their sales pipeline, introduce their business to new audiences and work as an extension of their sales team. The senior management team conducted six months of extensive research before reaching out to us, and decided to use our SDR services for two reasons.

Firstly, they were impressed with our ROI Calculator, that was completed with them during the sales process. This calculator allowed Granter to estimate their return on investment within the first twelve months of working with us. They found the calculator comprehensive and realistic, providing honest information about how their business could grow.

After all, as a start-up, it’s vital to make sure every penny of investment counts.

Secondly, we tailored our proposal towards their specific business and the industries they worked in, focusing on how they could appeal to prospective customers in the manufacturing and construction sector.

Other businesses had provided a more generic proposal; however, ours allowed them to visualise their success and how they could scale in the future.

Our Response...

Granter was keen to move quickly to capitalise on growth. This made a solid onboarding and set-up process critical to success.

The team at Granter found onboarding easy, being guided through the process by one of our experienced Account Managers. In addition, our SDRs were highly engaged in the training and content provided by Granter’s in-house sales team.

Constant contact was in place, with our team only a phone call or email away.

So far, our team’s hard work has led to 12 signed contracts that have been sent to prospective customers. As a result, Granter have seen a return on investment within three months, which is ahead of the initial ROI calculation.

Granter has said one of the reasons they enjoy working with us so much is that our team is easy to get on with. While lead generation is essential, it’s also critical to work well with your support team.

Despite only working together for a brief time, Granter is delighted with their experience with Air Marketing.

As a result, they plan to increase the number of our SDRs they use in the future.

TALK TO US

ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Marketing automation brand

Marketing automation brand

Case
Study

0
Calls made
0
Decision makers reached
0
Leads
+ 0 %
Conversion rate
Marketing automation brand

Leading marketing automation brand

Air has proved a valuable extension of our in-house team, they were really committed to understanding how we work and how our service benefits our customers; which completely comes across in how they have helped grow our brand awareness and customer base in just a few short months. I would highly recommend.

Overview

Our client is a leading marketing automation developer whose content marketing planning tool puts everything in one place. 

Making creating, scheduling, and posting an easier ride for the entire team. Since 2016, they have grown to a team of 25 and their content marketing tools are now used by thousands of customers, including global brands such as WPP, Royal Mail, Dentsu Aegis and many others.

THE CHALLENGE...

Our client reached out because they needed additional resource to bring in new customers. They didn’t have the resource internally to make sure that every visitor to their site was contacted which meant that potential business was slipping through the cracks.

With their in-house team extremely busy with client projects, this campaign gave them some valuable headspace along with the assurance of an outsourced partner focused on generating leads.

Our Response...

We worked as an extension of our client, contacting recent website visitors who had signed up for a 14-day free trial with the aim of booking web demos. Our team reached out to prospects 24 hours after they signed up for the trial, with the aim of persuading them to book a web demo, which provided an opportunity to upsell the full platform.

In a world of automation, customers really appreciated a human conversation to give them a better understanding of their free trial and how we could maximise their use from this with a Web Demo. This also provided our client with valuable market research to find out what their customers really want and what they like. When this all happens online, you have less visibility and understanding into why someone signs up or decides not to sign up. This provided key feedback of what their customers prioritised and what made them different to the competition.

This approach led to many engaging conversations and achieved almost £30k of MRR.

TALK TO US

ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Leading finance provider

Leading Finance Provider

Case
Study

0
Calls made
0
Calls answered
0
Decision-makers reached
0
Sign ups
Leading Finance Provider

leading finance provider

The team at Air Marketing ramped up vital capacity for our campaign and hit the ground running, delivering brilliant service and seamlessly supporting the spike in demand. Air really listen to us and translate that into meaningful conversations that deliver exceptional results.

Overview

Our client is a peer-to-peer lending marketplace that allows the public to lend money directly to small and medium-sized businesses; and one of the best-capitalised lending platforms globally and listed on the London Stock Exchange (Ticker: FCH) in October 2018.

To date, they have helped 90,000 small businesses around the world. Their backers collectively manage over $5 trillion and are the leading firms behind Facebook, Twitter, Skype and Betfair.

Our client is accredited by the Government-owned British Business Bank to provide loans under the Coronavirus Business Interruption Loan Scheme (CBILS).

THE CHALLENGE...

In Spring 2020, after publicly announcing their CBILs accreditation, our client projected that they wouldn’t have enough capacity in-house to manage the inbound call peaks over the coming months due to demand caused by the pandemic.

To service their borrowers and deliver the new product, they had to re-structure their internal team to manage their sales funnel. This in turn impacted their inbound team at an integral time, just ahead of impending high call volumes from customers seeking finance in unprecedented challenging circumstances.

Our Response...

The inbound campaign:

In Spring 2020, our client reached out for support. We quickly formed an inbound team from a standing start to ensure their customers received an excellent experience regardless of the high demand. Within days, we mobilised a team of inbound agents (including some experienced outbound sales agents) to answer customer calls.

Our team delivered a premium level of service and navigated complex enquiries from often stressed and anxious business owners facing difficulties.  The team deftly handled everything from general customer queries, registering the customer for CBILS (once it was live) to signing the customers up to the scheme and helping our client with the initial process.

The outbound campaign:

As the CBILs demand eased, we’ve proved our versatility through pivoting to an outbound campaign and continuing to deliver above target. 

This campaign focused on contacting past customers to enquire whether there was a need for funding through the CBILS scheme. This later expanded into contacts familiar with our client’s brand but hadn’t previously received funding; we engaged them in an open conversation about the CBILS Scheme to determine whether they qualified. This conversation required sensitivity and the ability to educate and reassure the customer. Team Air needed to understand the pandemic’s impact on the customer’s business and their funding needs for their future growth plans coming out of lockdown.

Our team then completed the eligibility and first stage of the application with the customer, informing them of the follow-up process before passing the lead over to the client’s sales team.

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ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Tax compliance experts

Tax compliance experts

Case
Study

+ 0 %
Outperformed lead
conversion per conversation
0
Month lead targets
achieved in first month
+ 0 %
Achieved of the target
ROI cash flow forecast
Tax compliance experts

Tax compliance experts

Air’s team have a been a really valuable resource to us at a challenging time, helping us seize a valuable opportunity and grow our market share beyond our initial targets. We’ve now established a profitable outbound channel that’s set to grow thanks to their team’s expert handling of complex issues and ability to instil confidence and pivot to meaningful conversations with prospective customers.

Overview

Our client helps all types of businesses become tax compliant, including VAT, sales and use, excise, communications, and other tax types and offers more than 500 pre-built connectors into leading accounting, ERP, eCommerce and other business applications. 

Yearly, they process billions of indirect tax transactions, file hundreds of thousands of tax compliance documents and tax returns and manage millions of exemption certificates and other compliance-related documents.

THE CHALLENGE...

Our client employs a team of internal SDRs who are experts at handling their inbound leads but lacked time to focus on outbound leads.

They engaged with Air Marketing to help them build the right processes and start getting the traction and results they want to see with outbound leads to establish a profitable outbound channel. 

Our Response...

The initial campaign was focused on the Brexit deadline, targeting eCommerce retailers who sell into Europe and discovering if they were ‘Brexit ready’ or may require our client’s expertise to manage the changes.

This required Air’s team to understand the relevant VAT rules, legalisation changes and understanding how our clients worked with their end-users to handle these challenges.

Team Air immersed themselves in the client’s market and brand. We exceeded the targets and KPIs set out at the start of the campaign and had meaningful conversations that have converted into valuable opportunities far beyond initial expectations. 

We have achieved 172% of the target cash flow forecast in leads passed over to the client’s team. This campaign has provided a strong foundation for our client to establish an outbound channel with all the hallmarks of profitability and future success. 

Now we have successfully established the outbound strategy; we have since been able to scale and target new regions, including other countries across the EMEA,  with our Sister Company Forrest Marketing Group managing the APAC delivery for a truly global reach.

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ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Renewable energy developer

Renewable Energy Developer

Case
Study

0
calls made
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calling hours
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decision-makers reached
0
appointments set
Renewable Energy Developer

Renewable energy developer

Working with Air has been a revelation, their team really quickly got up to speed with our offer and they were able to expertly sell the benefits to the key decision-makers we need to reach. The results have been great and we can focus our efforts on converting new business safe in the knowledge that Air’s team are building our pipeline.

Overview

Our client is a renewable energy developer focused on reducing carbon footprint in the UK; they advise on and invest in energy generation projects that reduce emissions and also reduce annual expenses for clients.

They provide an array of energy-saving and green energy services to their clients, specialising in biomass, solar and hydro projects.

THE CHALLENGE...

The client approached the Air Marketing team to help them secure appointments for their Power Purchase Agreement Service (PPA).

PPA is a service where they install solar panels on large commercial roofs, delivering a much lower energy cost and substantial reduction of greenhouse emissions for the building owners and landlords whilst developing the building’s unused rooftop space into an energy-saving asset.

They wanted to target large multinationals and needed a strategy that would convince decision-makers in their target market to book a consultation.

Our Response...

We provided a team of sales experts and worked to create a strategy and an approach that would open doors for our client, clearly sell the PPA agreement’s benefits and the switch to solar.

Our approach resulted in many valuable opportunities from major national brands in the food production, retail and automotive sectors; reaching 329 decision makers and resulting in 75 key appointments in their diaries.

TALK TO US

ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Property client

Property buying business

Case
Study

+ 0 %
decrease in marketing spend per property
£ 0
Leads delivered in revenue
£ 0 k
Reduced overall marketing spend
Property buying business

A property client

Working with the team at Air Marketing has been really insightful and delivered incredible savings on our advertising spend. They understand our vision and we know we can trust them to handle our customer service with care and professionalism, which has given us very welcome time and head-space to focus on our core business.

Overview

We worked with a leading property buying company that offers customers a seamless and hassle-free option to sell their home privately and an expedited process completed within just 7-14 working days.

They offer an alternative way of selling, by identifying areas for improvement in the property market and are a family business on a mission to find a solution to long-winded and clouded sales processes.

THE CHALLENGE...

Our client has a small team offering very personal service; they needed a partner to provide excellent first-line customer service and react efficiently to inbound enquiries to create opportunities.

Our Response...

In the first year of our partnership, we have dealt with hundreds of enquiries resulting in leads that delivered more than £2 million in home purchases.

Through streamlining their processes and providing exceptional inbound customer service, the marketing spend per property has reduced from £12,000 to under £2,000.

This approach has been so successful that our client has significantly reduced advertising spending since working with Air Marketing and enjoyed overall marketing budget savings of more than £50,000.

Working with Air Marketing has empowered our client to focus on their core business while feeling reassured that we will expertly handle their inbound enquiries.

TALK TO US

ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Performance Climate Systems

Case
Study

Michael Payne

Director - Performance Climate System

“We were really impressed with Air’s professionalism and the guidance they gave us in the early stages so there was no doubt really that they were the right guys for us to use. We have had income opportunities that have occurred as a result of the phone calls and the connection that Air have managed to make to our client base.”

PCS
Overview

Performance Climate System is a tool which enables organisations to manage their human capital and deliver business results through evaluating and identifying gaps in perception, between leadership and team members.

It highlights any potential areas of conflict, disconnect, misalignment or miscommunication, and demonstrates to leaders where they need to focus more effort to improve the climate in their business and ultimately their business performance.

THE CHALLENGE...

PCS needed to gain feedback from their Practitioners around the new PCS e-learning platform. They wanted greater insight into how Practitioners planned to implement the tool with their clients. They had previously emailed their practitioner list with information about the new e-learning tool and now needed outsourced assistance to complete follow-up calls and insight gathering.

Our Response...

PCS chose to engage with Air to help them with this project.  Air built a strategy around asking open questions to the PCS Practitioners to obtain the feedback on the PCS tool. This feedback would allow PCS to assess the tool and e-learning platform   and help the Practitioners get the most out of the tool if they were yet to engage with it.

We worked closely with the Directors of PCS to ensure that we undertook clear market research for them. As a direct result of the Air campaign, PCS saw an additional uplift in income from their key group of practitioners thanks to them being contacted and reminded of the benefits of the PCS tool.

TALK TO US

ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.

Somfy

Somfy logo

Case
Study

+
hours of calling
0
decision makers
reached
0
orders
0 %
conversion rate
Somfy logo

Ben Uiterwijk

Channel Marketing Manager Residential retail - Somfy Northern Europe

“Air is a professional agency who gives a quick view of the market and sales.”

Somfy
Overview

Somfy is a world leader in door and window automation for the home and building industry.

Founded in 1969, Somfy is a French group originating from the Haute Savoie region, at the heart of the Arve Valley. Somfy is based in Cluses, a major site in the steel cutting industry. With over 100 million motors sold worldwide, you know you can trust in the Somfy name.

THE CHALLENGE...

Whilst Somfy is a key player in the home automation market across Europe, the marketplace is overcrowded in Garage Door Openers (GDO) in the UK. Somfy’s main aim was to establish their presence in the ‘up and over’ and sectional GDO marketplace, by working to expand their current UK customer base.

Our Response...

Our initial recommendation was to work as an outbound sales team in the UK for Somfy. We had to find a very unique list of installers, or suppliers, of ‘up and over’ and sectional garage doors based in the UK. We then worked on calling this database to established their experience with Somfy products so far, then worked to upsell Somfy’s latest home automation product. Prospects that showed interest in the offer were contacted by Somfy’s internal sales team to process the order. We followed this up with feedback and to upsell, wherever possible.

This approach proved so successful that Air now has the responsibility of handling these orders in-house, thanks to a significant increase in orders sent through to Somfy’s sales team.

TALK TO US

ABOUT YOUR GOALS

Get in touch today. Our experienced team are happy to guide you through the process.