Tierra is an infrastructure engineering & service firm who provides underground utility information for its clients. Tierra offers a range of services, including underground utility locating, subsurface utility engineering (SUE), mapping, etc. With 3 offices in Canada, Tierra has worked on a multitude of projects and has done business with some of Canada’s largest utility and oil & gas firms.
The Challenge
Looking to expand its client-base for one newly offered service (SUE), Tierra hired ONYX to manage its outbound sales activities and grow the sales funnel with qualified leads. Tierra assigned two individuals from their team to take all booked appointments. Tierra needed a business development program that was scalable and reliant. Ideally, Tierra was looking for 10-15 qualified meetings per month.
Our Strategy
ONYX provided 2 BD Teams (1 Business Development Representative + 1 Researcher, per team) to secure meetings with key accounts for Tierra. In addition, Tierra’s team has collaborated with the Campaign Strategist on custom messaging and outreach strategy, with the support of an Account Manager.
Outreach began on March 16, 2021 and ONYX has deployed 5 campaigns since outreach began in coordination with Tierra. These have been geared toward:
- Utilities Companies in Canada
- Infrastructure Construction Companies in Canada
- Infrastructure Engineering/Design Companies in Canada
- Re-Engagement with Previous Tierra Clients
- Re-Engagement with Unresponsive Prospects
ONYX supports these efforts using multi-channel outbound campaigns, including email, phone, web, and social media. Tierra has preferred to stick to email and phone mainly.
The Result
Since April 2021, ONYX has been able to book 78 meetings with prospective accounts (prospective client companies). Outreach as of August 2021 has encompassed 1467 prospective accounts, with an average of 3.87 contacts per account. This is a 5.32% prospective company account win (booking) rate.
78
Meetings Booked
1467
Prospective Accounts
5.32
Account Win Rate