Outsourced Software Development

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With every new challenge your tech company has to take, there’s a learning curve to go through and a lot of time to spend on testing, learning, and optimization. If you decide to hire instead of outsourcing, the whole thing may slow down your overall progress and exhaust your budget quickly.

Outsourcing sales has a clear set of advantages, not only in terms of execution but also efficiency. It will put your business forward and make it ten times worth the initial investment.

For example:

On average, organizations spend $180,000 on a vice president of sales, more than $100,000 on tools, and at least $100,000 on an office each year. There’s also an additional hiring and training budget, development expenses, customer churn, and other costs that no business is immune to.

All of which are extra costs you can easily avoid with outsourced sales.
As the majority of B2B buyers rejoice in the normalization of remote selling, businesses around the world have been working diligently to meet the demands of the new environment.

Before it was mainstream, we at Martal Group had been helping costa rica cell phone number database companies generate leads virtually with sales representatives trained in the art of long-distance prospecting.

The insight we have gained in the tech industry specifically has prepared us to keep our clients thriving despite the hardships of the recent pandemic. However, those switching to a more remote customer acquisition approach have experienced varying results.

Interestingly enough, we have seen through our data that the discrepancies are dependent on the sector of the tech industry with which these companies operate in. Let’s take a look at two popular submarkets Martal Group has served over the past few years to determine why these challenges in lead generation arise and what can be done to improve success rates.


The Hurdle
The low supply and high turnover of software engineers have companies understaffed and over budget in their IT departments. Many of our clients have amazing solutions, such as outstaffing and custom software development, to help businesses overcome these challenges. But while the concept of outsourcing is not new by any means it can be hard to win over the skeptics that prefer an in-house approach to software development. For this reason, we often see fewer responses and longer sales cycles in the first 90 days of campaigning.

Let’s take a look at four different companies in the software development outsourcing sector that experienced two different outcomes:


Company A and Company B
You can see from the chart that Company A and B had a quick start, and we were able to triple both companies’ sales-qualified leads (SQLs) at the 60-day mark with an average of almost one per week. By 90 days, Company A and B had received six and seven SQLs, respectively.

At a glance, the performance may seem lackluster. But after over a decade of exclusively serving the B2B tech industry, we have found that achieving one to two SQLs in the first month of campaigning is typical for the outsourced software development submarket.

While these numbers should be expected, it’s no less concerning for business leaders ready to make progress now. What’s important to remember in the early stages of outbound lead generation is pushing for change too early can actually cause further setbacks as we’ll see in our next example.

Company C and Company D
When we look at Company C and D we see similar results in the first 30 days with no more than two SQLs per campaign. The contrast in this comparison starts in the second month, but the causes for the stark differences go much deeper than the numbers in the chart.