“It’s very simple to think that it’s easy to just set up some kind of marketing pipeline and then close your customers. But there is sales skill involved, that your salespeople need to know. And the structure and the approach of NorthStar has helped us a lot”
Wei-Hai Chu, Chief Commercial Officer
What does DataFeedWatch do?
What DataFeedWatch does is we are an e-commerce feed provider. In short what that means is we power the marketing possibilities for shops, e-commerce companies, shops to advertise on many, many different channels and marketplaces worldwide.
Who are the main companies you work with?
Some of the main companies that DataFeedWatch works with are companies like Adidas, Under Armor, as well as many many smaller companies.
How do you do sales in terms of B2B?
So B2B we have a very well-structured marketing pipeline, where a lot of it is about content marketing. However the closing of the sales is done by an international group of salespeople who actually provide the demos, do the onboarding calls, and then close the prospects.
Why did you choose to bring in a sales consultant?
For us it was very important to get some third-party help, consulting and guidance on the sales process, as we have a very young team, that are very well-schooled in online marketing, digital strategies, Google, PPC, e-commerce, software, etc, etc, but from a sales perspective, they were very very inexperienced. That’s why we decided to look for outside help and guidance.
What was the main thing you like in NSC trainings?
The main thing that led us to NorthStar was the fact that they seemed to be very, very understanding of what our needs were. They were the ones that gave us the most precise proposal on how to work with us, and how to take this forward. And ultimately, what was very good is that they were very flexible, to implement the programs. And that’s how we decided on NorthStar.
What did you gain from working with NorthStar Consulting?
I think overall what we really liked about NorthStar is that they were very, very hands-on. It’s all about trial, it’s all about practicing. The theory was done very quickly, the structure was very well, but I think the main thing that really made a difference within our sales team was the hands-on approach, practicing, recording, listening, and then evaluating again.
Was it helpful in scaling your business?
In scaling, where NorthStar has really helped us, where we started with NorthStar, we had a few salespeople only. In the year or so that we have worked with NorthStar, we’ve almost tripled our sales force, and our numbers are showing that. I’m convinced that NorthStar has done great amount of help to help us scale where we are now. I think we grew about three times in this period.
Would you recommend working with NorthStar to other SaaS providers?
I would recommend NorthStar very much for other SaaS companies in the B2B space. It’s very simple to think that it’s easy to just set up some kind of marketing pipeline and then close your customers. But there is sales skill involved, that your salespeople need to know. And the structure and the approach of NorthStar has helped us a lot.