How E360 Generated 87 SQLs for Littlepay
E360 Lead Generation
Client
Littlepay offers a seamless pathway for transit operators and agencies to adopt contactless payment solutions irrespective of their size.
Littlepay is dedicated to streamlining transit payments globally, enhancing the overall passenger experience, and inspiring increased utilisation of public transportation.
Target Market: United States of America
● Industry: Public Sector (Public transport): Transit agencies, transit authorities, and transit providers
.● Decision makers C-level, VP level and Director level: Transit Director, Chief Information Officer, Chief Technology Officer, Chief Financial Officer, Chief Revenue Officer.
Situation
An Australian company, firmly established in the UK with a strong customer base in the transit industry, set its sights on expanding into the US for its next phase of growth. Littlepay was looking for a partner with extensive experience in building and managing sales teams in the US market, capable of providing support to their Account Executives in the USA and working closely with the UK management team.
Our main objective was to aid Littlepay in its initial entry into the US market by providing a dedicated BDR who was responsible for delivering top-of-funnel activity (telephone/email). Our primary goal, along with gathering market feedback and creating brand awareness, was securing sales-qualified leads (SQL) from key transit agencies across the US, establishing the groundwork for successful market penetration and subsequent growth.
E360 Deliverable: E360 Lead Generation, USA
Throughout our engagement we have delivered:
● Dedicated Sales Development Representative (SDR)
● Activity recorded within the client CRM environment
● Prospect research and data collection
● Omnichannel outreach, including email, telephone, and LinkedIn.
● High-level proposition explanation to C-Suite
● Market feedback and penetration
Outcome:
Based on the initial requirements provided by Littlepay, Excelerate360 delivered our multi-channel Lead Generation service, where we created a sales playbook, built a targeted data set, developed scripts and templates, engaged prospects and delivered sales-qualified leads (SQLs).
Months
Calls
SQLs
Average SQLs per month
“We selected Excelerate360 based on their proven experience in the B2B Software space and capacity to expand across various geographies, particularly in the USA.
Focused on the public sector, specifically transit, E360 was able to consistently deliver results, organising over 87 qualified meetings over 12 months with key transit decision-makers in our target market, which played a crucial role in our expansion within the USA.
This collaboration allowed us to actively engage with the market, refining our approach and empowering us to establish an in-house team for further development.”