Building an outreach department in IT software companies

Do IT software

Companies just need to focus on building an outreach department? I get about three calls every week asking about implementing outreach strategies in IT companies with large teams. But why the sudden urgency? They claim it’s critical to revise because the initial attempt turns out to be expensive with no results. So, why invest in something that’s not yielding returns?

Sure, every company now has a bench and is looking to improve its search processes, but that’s only a fraction of the issue. Let’s do the math.

The reality of preparing for outreach involves several steps:

1. Ideal Customer Profile (ICP): This requires research, multiple team discussions, and about 20 hours to create a solid ICP that goes beyond basic assumptions like “Cutting Costs.”
2. Outreach Strategy: Crafting personalized communication, developing strategy and logic, and proofreading takes around 5 hours.
3. Outreach Infrastructure Setup: This includes configuring LinkedIn and email channels, setting up domains and mail, and integrating with automation tools, totaling about 5 hours.
4. Tool Integration: Connecting tools with each other and with the CRM (Client Relationship Management) system takes another 5 hours. Zappier or Make should be there.

So, launching one campaign on LinkedIn or Email requires approximately 30-35 hours of skilled professionals’ time, or even 50-60 hours for a less experienced sales team. That’s nearly a full workweek.

Many IT companies are understandably skeptical about lead generation because they struggle with preparation and often miss the mark in relevance with CAC (client acquisition cost) or technological setup.

So, what’s the best way forward when outreach is expensive and resource-intensive?

Instead of diving headfirst into expensive lead-generation endeavors, it’s smarter to optimize what’s already working. Improve conversions, refine materials shared with customers, and enhance communication between departments.

Focus

Strategically, focus on lead generation through personalized tools and innovative traffic analysis approaches. Tactically, continually refine your team’s processes to retain and grow existing customers.

If you need assistance, hit the call button and reach out for a consultation.

Happy selling!