Eseye – EMEA Pipeline Generation

Eseye is a leading global provider of M2M cellular connectivity for the Internet of Things (IoT). They specialize in simplifying complex global device deployments for enterprises which are seeking to realize the cost-saving, efficiency-driving, data-enhancing and product-innovating opportunities of over-the-air IoT. Eseye is an AWS Advanced Technology Partner – IoT Competency and recognized in the Gartner Magic Quadrant for M2M managed services.

The Challenge

Eseye needed support to penetrate enterprise accounts across EMEA (UK, Nordics, BeNeLux and South Africa)
Eseye is a very forward-thinking solution, they needed support in identifying key decision-makers within their target accounts, with job functions related to Innovation, IoT & Connectivity.
They were looking for a partner that could articulate an innovative message and share user cases, as well as the ability to demonstrate to key decision-makers, the business value of their solution.
They had a requirement for both outbound prospecting and inbound response management, for incoming marketing leads that needed further qualification.
Eseye did not have the time to hire, manage and train an internal SDR team, and therefore chose to outsource their sales development to Operatix.

The Goals

Deliver a pre-determined number of highly qualified sales engagements in key-verticals from a cold start.
Help the sales and marketing team to increase pipeline figures and prove ROI from outreach activities.
Further qualify inbound inquiries, and hand them over to the sales team once qualified.
Educate target accounts and prospects about the solution, and position Eseye as a trusted partner – to help clients with innovative IoT projects.

The Solution

Operatix applied their account-based selling approach to penetrate key-accounts, delivering an agreed monthly number of qualified sales engagements across EMEA.
The Operatix methodology for target account mapping and profiling helped to identify the correct set of prospects with decision making power or influence in the sales process.
Operatix’ team designed specific messaging in order to influence the different levels of decision-makers in the process, tailoring the communication accordingly to each job function.
Operatix used their deep-dive methodology to qualify Inbound inquiries, before handing them over to the sales team where applicable.
Operatix worked with the client’s sales and marketing team within synergy, providing clear and on-going visibility on activity levels, as well as results – feeding back the prospect’s perception about the solution.

The Result

of target achieved

pipeline opportunities

million

MRR in pipeline generated in 6 months

120% of target achieved in the first 6 months of engagement.
14 pipeline opportunities created from sales engagement activity.
$5 million MRR in pipeline generated in 6 months.

In a short space of time working with a complex and fast-moving market, Operatix rapidly got to grips with our IoT connectivity solution and value proposition and adapted their approach to deliver sales engagements that have already converted into high-quality sales pipeline.

David Langton

Global SVP Marketing - Eseye