landigi

SaaS Company

SaaS business Landingi makes building, changing and optimizing landing pages easy for marketers, without the need for technical help. Headquartered in Poland’s Silesian metropolis region, Landingi provides services for over 4,000 companies across diverse industries, including Luxoft, Sony Music, Credit Agricole, PayPal, and many more.

SaaS Company

SaaS business Landingi makes building, changing and optimizing landing pages easy for marketers, without the need for technical help. Headquartered in Poland’s Silesian metropolis region, Landingi provides services for over 4,000 companies across diverse industries, including Luxoft, Sony Music, Credit Agricole, PayPal, and many more.

Video Transcript

I think SaaS companies, they could make a mistake, to be strongly focused on the product, and they could miss the moment, when they should start building a true sales process.

We are a SaaS marketing company. We’ve built software – a web app where marketers can build landing pages. They can change landing pages whenever they want. They save time and money, they can focus exactly on their job.

Blazej: Before we started working on a sales process, our communication was a little bit chaotic. And there was no process behind this.

We were strongly focused on building a product as a SaaS company. We started focusing on sales to increase or change our conversion rates.

It was impossible to make it just changing something in our app. We just needed to change something in us.

Blazej: We know that they are not so emotionally connected with our company. This emotional background could hurt you. Because you are sometimes focused on something that is important for you, not for your customers.

Blazej: We feel that we have the process. We are now able to plan what we want to change, how we want to expand this process. We have a really clear stage of sales. We exactly know what is wrong, what we should improve. I didn’t expect that these workshops would be so detailed. Really concrete tips – what we should do on every step.

We feel more confident working with the customers, having this background.

Case Study

Over the years since their founding in 2000, u2i has enjoyed fruitful relationships with larger corporate and media clients located in North America, including Nielsen, Consumer Reports, and HSBC.

These business relationships have commonly lasted for years involving extensive work, including building a portfolio of dozens of web applications and games as well as migrating a slate of legacy apps, tools, and processes into more robust and Agile-friendly technologies. 

u2i self-selected 10 employees (of which 8 ultimately completed the training) to participate in both theoretical training (learning the eight-step Cycle of the Sale) as well as practical elements for each stage of the sales process (effective first contact, building trust and finding needs in qualification meetings, and much more).

At the end of the approximately 2-3 month time spent working together on this initial phase, NSC delivered a tailored sales manual, which was designed to be used to target the specific type of company (and persona(s) within those companies) which u2i most desired to work with. NSC also taught the methodology so that u2i is able to adapt the manual when the target company/persona changes in future.

The manual serves as a guide for current employees to use during ongoing sales efforts, and also a document for fast and effective onboarding.

Additional projects included pitching and presentation training, as well as preparation for effective prospecting at events (specifically Web Summit in Lisbon in autumn of 2016). For this event NorthStar helped prepare scripts to effectively introduce the sales topic in a natural way to be followed up upon later at a separate qualification meeting stage, as well as strategies on how to approach, organize and process contacts at this very large event. 

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