Smartpolis is an innovative digital service & user portal, which makes cities more efficient, prosperous and smarter. It provides a variety of data and ‘smart apps’ for citizens and municipalities, making its offerings something that is desirable and a necessity for modern cities around the world.
Smartpolis was created to digitize municipalities and help to provide a true interactive environment for citizens and municipal officials. Further, Smartpolis provides municipalities the ability to create updated websites and online profiles.
The Challenge
When ONYX onboarded Smartpolis, we knew it could be a challenge, as the primary customer for Smartpolis is governments, rather than businesses. Smartpolis wanted to raise awareness and gain new clients for its system, and wanted a sure way to connect with as many North American municipalities that fit its criteria.
Smartpolis was looking for a low number of meetings, at around 4-8 meetings per month, knowing that the depth at which the ONYX team would need to explain the system before being able to achieve meetings. In this scenario, the meetings were actually product “demos” that the Smartpolis team would carry out for municipalities, which required more qualification and action from the ONYX team.
Our Strategy
ONYX provided 2 BD Teams (1 Business Development Representative + 1 Researcher, per team) to secure meetings with key accounts for Smartpolis. In addition, Smartpolis’ team has collaborated with the Campaign Strategist on custom messaging and outreach strategy, with the support of an Account Manager.
Outreach began in December 2020 and could only take place during the budgeting season of North American municipalities (Sept – March). During Q1 2021, ONYX deployed 3 campaigns in coordination with Smartpolis. These have been geared toward:
- Small Municipalities in Canada/USA
- Micro Municipalities in Canada/USA
- Re-Engagement with Unresponsive Prospects
ONYX supports these efforts using multi-channel outbound campaigns, including email, phone, web, and social media. Smartpolis has preferred to stick to email and phone only.
The Result
During Q1 2021, ONYX was been able to book over 30 meetings (“demos”) with prospective accounts (prospective municipalities) for Smartpolis. Outreach as of March 2021 encompassed 394 prospective accounts (1508 prospects), with an average of 3.83 contacts per account. This is a 10.94% prospective company account win (booking) rate.
30
Meetings Booked in Q1
394
Prospective Accounts in Q1
11
Account Win Rate