Company Description - CIENCE

CIENCE is an award-winning lead generation company working to reshape the future of the B2B landscape. With an estimated 1,300 employees, CIENCE focuses primarily on delivering targeted, results-driven sales service to their clients.

This People-as-a-Service (PaaS) company’s primary business model revolves around bridging the gap between sales and marketing for their client businesses. Fostering a team of explorers, trailblazers, and champions of evolution, CIENCE works with clients on implementing a transparent and performance-based demand generation solution that is exclusively designed to power their respective visions.

CIENCE, a part of the Information Technology and Services industry, offers a comprehensive all-in-one lead generation platform. Their fields of specialization encompass business development, sales automation, account-based marketing, business process outsourcing, advertising, SaaS, internet lead enrichment, sales consulting, sales development, sales assistance, and many more, all designed to facilitate online sales and digital marketing for businesses.

The company aims to deliver a sales acceleration platform that combines the strategic thinking of growth hackers with the deep analytical skills of a data science company, along with the flexibility of skilled resources.

In its essence, the services they provide focus on outsourced lead generation, sales intelligence, sales research, and an extensive range of digital services. They assist businesses by acquainting them with their ideal client profile, thus enabling them to target their services to the right audience.

CIENCE's fundamental goal is to inspire businesses not only for their own growth but also for sparking an evolution within the entire industry by setting unparalleled benchmarks of excellence and innovation.

Despite being a global company with a significant presence in Ukraine, CIENCE takes pride in maintaining high service standards, with minimal disruptions even during challenging times.

Executive Summary

Our prospect is CIENCE, a B2B lead generation and sales automation company that employs around 1,300 people. They operate primarily in the IT & Services sector. Their business model is People-as-a-Service (PaaS) and they offer a range of services, including (but not limited to): lead generation, sales consulting, email marketing, sales development, outsourced lead generation, and sales research. However, they face several pain points, namely in relation to lead quality, operational efficiency, customer targeting, pricing transparency, and differentiation in a crowded market.

The Plan

Goals

• To demonstrate the added value and unique proposition of our SaaS solution to automate sales and improve business efficiencies.
• To build a relationship with the CIENCE team, ensuring we understand their needs and can customize our product to address their specific challenges.

Identify Decision Makers

Identify and reach out to key decision makers within CIENCE including, but not limited to, the CEO, CTO, CMO, VP of Sales, and head of customer service. LinkedIn can aid the research process here.

Pain Point: Quality of Leads

CIENCE customers have provided feedback regarding their lead data quality. Some leads were either not with the designated company or their contact details were incorrect. Address this pain point by showcasing how our SaaS solution improves lead quality through intelligent software.

Pain Point: Dependency on Human Resources

Demonstrate how our software can reduce their dependency on human resources and increase consistency and efficiency in their operations. Discuss potential risks associated with geographic locations of personnel, in this case, Ukraine, and how our software can mitigate these risks.

Pain Point: Inefficient Customer Targeting

CIENCE depends heavily on clients' input to develop an Ideal Client Profile (ICP). The process can be time-consuming and is susceptible to the risk of inaccurate data. Show how our solution can automate this process and improve accuracy and efficiency.

Pain Point: Pricing Transparency

Discuss how our software can provide a clear, easy-to-understand pricing structure in their business operations. Showcase features in our software that enable CIENCE’s customers to understand the right service fit more accurately.

Pain Point: Market Differentiation

CIENCE may find it challenging to highlight its unique selling points in a crowded space where many B2B service providers offer similar services. Illustrate how using our software can help them stand out by enabling unique capabilities and return on investment (ROI).

Metrics for Success

Identify key metrics for success, including:

• The number of product demonstrations or trials conducted with key people within CIENCE.
• Feedback received during the demonstrations or trials.
• The number of positive responses or signups after a set period.

Plan of Action

1. Reach Out: Formulate personalized yet professional outreach messages to the identified decision-makers within CIENCE. Emphasize on understanding their issues rather than promoting our products initially.
2. Product Demonstration: Arrange a product demonstration showcasing how our SaaS solution addresses CIENCE's pain points.
3. Regular Follow-ups: Keep in touch with the prospects at regular intervals, addressing their queries and providing additional information as needed.
4. Reflection and improvement: After each interaction, take the time to reflect and improve our proposition based on the gathered feedback.
5. Proposal: Once a level of interest is expressed, prepare a detailed proposal including pricing, implementation, and timeline.
6. Partnership: Upon agreement, establish a working partnership with CIENCE and continue to demonstrate our commitment to their success.

Conclusion

The plan aims to prospect into CIENCE, addressing their key concerns, and demonstrating the value we bring to their business. By forming a strategic relationship with CIENCE, we aim to establish a mutually beneficial partnership.