Outsourcing demand generation can be a strategic move to leverage external expertise and resources as well as adding flexibility. However, to get the most from outsourcing demand generation, there needs to be a strong working partnership for it to be truly effective. Here are some pointers as to how to best work with your consultancy to maximise success of outsourced demand generation.
Choosing the right consultants to meet your objectives is important. If you are clear on what you are trying to achieve then matching the agency who can demonstrate the specific services and expertise you need does not have to be a long process. For tele-based demand generation do not underestimate the value of a team who has experience both in terms of calling and is familiar with your industry and solutions to be able to have in-depth conversations with prospects.
Initially there must be a clear joint understanding of business goals, target audience, and expectations. Good, detailed information about brand, products/services, and any specific requirements need to be provided from the beginning. This could also include brand guidelines, background research, case studies and how this campaign aligns with your overall marketing strategy.
Whilst you may already have a defined campaign plan, you could also consider involving the outsourcing partner in the planning process to benefit from their insights and suggestions. There are clear benefits to collaborating on campaign strategy, content creation, and targeting parameters.
Data, whether provided by you or the agency, there needs to be clear understanding of data compliance and data protection measures on both sides to ensure industry regulations are followed correctly to minimise overall risk.
Our researchers can only be as good as your sales teams if relevant, comprehensive training on your products, services, and industry nuances are available. If you facilitate a thorough onboarding process to familiarise the outsourced team with your brand and marketing strategies, the more credible they will be.
As always, ongoing communication is key to maintain transparency, keeping everyone updated on any development and an opportunity to make any adjustments to the campaign to ensure best possible outcomes. Normally this can be achieved by scheduling regular check-ins, status meetings, and performance reviews.
If you are wanting a demand generation partner with experienced researchers and can work with you to maximise results, then contact us now!