DMT Business Development Helps Productive Find More Qualified Leads and Close Deals Faster

Productive is a comprehensive project management platform designed to give businesses full control over their operations and profitability - all within a single tool.

Productive wanted to increase appointment rates and improve conversions, with the goal of securing more deals or encouraging potential clients to sign up for a trial that could lead to long-term contracts. Instead of building an in-house outbound team, they partnered with DMT Business Development to accelerate the process and drive faster results.

Productive faced a couple of challenges in the outbound domain:

Strategic Onboarding

We worked with Productive to define and segment the ideal customer profile (ICP), eventually launching two initial campaigns targeting Digital Marketing Agencies and Software Development Agencies. Every detail, like geography, job titles, and value prop, was carefully outlined before launch to avoid time wasted on A/B tests and maximize early results.

Our team also introduced role-based segmentation, creating four tailored campaigns targeting project managers, operations leaders, financial decision-makers, and executives. Each group received approximately four email touches and two LinkedIn touches, with a customized value proposition due to their specific needs. The role-based segmentation is also divided into separate campaigns, each targeting different types of companies.

Execution and Optimization

Once the lead research was finalized and we got a couple of batches of leads, the outreach began. Early feedback from the client allowed us to refine targeting and messaging for better results. Our team improved content and strategy weekly based on client insights and performance data.

Despite launching in July, a typically slow period, DMT generated around 40 responses in the first month, leading to 9 qualified meetings.

Scaling Up

Building on early success, we worked closely with Productive to further improve results. The project manager collaborated with the content team to fine-tune messaging and subject lines. In August, the team secured 100 responses and scheduled 13 meetings.

In the third month, we expanded the campaign to target software development and marketing agencies across Europe and Australia. This resulted in nearly 80 responses and 10 additional meetings.