OB2B is a telemarketing agency dedicated to building tailor-made campaigns and strategies for its German- and English-speaking B2B clients since 2013.
As a subsidiary of sales consulting company Prodajni ured d.o.o., OB2B’s team of 15 business development professionals located in Croatia is backed by over 12 years of training, experience and expertise in SDR and BDR outsourcing business development.
The agency has become renowned for its personal and multichannel approach to IT, software & technology sales, creating perfectly tailored projects for its clients worldwide.
OB2B was unable to efficiently track each project manager's projects, and how they were progressing.
The nature of telemarketing and business development often means working in different clients’ CRM and call systems. For OB2B, it was difficult to assess how well they were completing their projects without having to access this information in multiple different systems – a process that becomes so time-consuming that the value of this information is redundant before project managers even find it.
This meant that the challenge became even more widespread for OB2B:
They were unable to efficiently monitor all their different clients’ projects and campaign KPI performance.
They had to switch between multiple accounts to access the necessary data—a time-consuming and inefficient process.
Time spent looking for this information meant time taken away from optimizing campaign performance.
The Solution
Live campaign KPI tracking
With Plecto, OB2B project managers can clearly see the projects they are working on, and how their team is performing.
No more account switching. One centralized system.
Plecto has proved to be a centralized platform where project managers can track all their different client campaigns, teams, and important KPIs for each project. By integrating their Pipedrive and Aircall data into Plecto, removed the need to switch between different clients’ Pipedrive accounts and check endless Aircall conversations. Instead, a project manager could simply check one dashboard with an overview of all their campaigns on it.
From a BDR perspective, it’s never been easier to filter a dashboard and see how many calls they’ve made, leads they’ve created or contacted, or meetings they’ve booked.
Notifications that celebrate and motivate.
Connecting Plecto notifications with Microsoft Teams means that achievements, such as scheduled meetings or closed deals, are automatically communicated via Microsoft Teams and displayed on dashboards.
Head of Business Development, Dominka Babić notes that doing so has created a motivating work environment where successes are celebrated, and encouragement is shared—whether employees are working in the office or remotely. Firstly for the colleague who reaches their daily call quota and receives recognition for their fantastic feat. Other team members often contribute with a short message of congratulations or a funny input, which generates a great buzz within the team, too.
And secondly for the rest of the team, seeing one of their colleagues receive praise is oftentimes a motivator for them to emulate the same performance in the hopes that they, too, will hit their quota and receive a message of acknowledgment on Teams.
Plus, Dominka recognized a bonus of sharing performance highlights in this way: everyone at OB2B “knows a little bit about what each other is doing each day.”
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With easy access to Aircall call KPIs, Dominka notes, “It is no longer a problem for all team members to hit daily call quota.” While before using Plecto, the top performers were rarely shy of their required call numbers, the transparency that Plecto dashboards bring to the company has convinced the rest of the team that if some of their colleagues can hit their target, then there’s no reason they should not be able to.
This transparency allows employees to track their numbers, identify weaknesses, take responsibility for their results, and take notes from other impressive work by their colleagues. A great example of this is the continuous motivation in the outbound sales team: when one employee performs exceptionally well, others can immediately observe their approach and apply it themselves.
Aside from a general “better understanding of colleague and campaign KPIs,” BDRs have been able to see the bigger picture of their everyday activities. That is, instead of focusing only on their own call quotas and conversion rates, they were able to understand that these contributions were leading to overall better campaign performance, client satisfaction, longer campaigns, and essentially more money for them and the company.
"It’s now no problem to reach the daily call quota. It was never a big problem for those who are always very diligent, but maybe for those who sometimes needed a bit more time, Now they realize at a glance, 'Oh, if they can do it, I can too.' It really helped us."
Dominka Babić
Head of Business Development @ OB2B
Almost 100% efficiency
As Head of Business Development, Dominka has been delighted to note that the team’s efficiency is at 99% – that is for both project managers and BDRs.
“The team’s efficiency has absolutely risen. The project leaders have become much more responsible–they now know exactly what’s going on,” remarks Dominka. As project managers no longer have to spend so much time switching between Pipedrive and Aircall accounts to keep track of campaigns or coach their teams, they have freed up time to spend optimizing team and campaign performance.
"Our Project Managers have become more responsible because they can now invest more time in other things and see everything at a glance— no more switching back and forth between different CRMs. Because of that, the quality has really improved. The efficiency is almost at 100 percent!"
Dominka Babić
Better client/campaign feedback
Dominka references being unable to export Pipedrive reports or depending on and waiting for clients to report back on the numbers of their campaigns, as a major pitfall they faced before adopting Plecto.
Now taking a more proactive approach, OB2B’s Head of Business Development proudly states how project managers take it upon themselves to report campaign results to their clients – and even being able to explain why certain KPIs are the way that they if the trajectory is not as expected during a certain point in the project. Overall, this solidifies clients’ perceptions of OB2B’s team leaders and increases their trust in their ability to drive leads and conversions on their behalf.
Longer campaigns
As a result of both their increased confidence in them and the optimized efficiency, clients are seeing improved results from campaigns, and are choosing to extend OB2Bs’ campaign projects for longer periods. This is perhaps the ultimate testament to a telemarketing company, driving strong revenue growth.
""Since we've been using Plecto, our project durations are better. And the team’s performance has definitely improved a lot!"
Dominka Babić
Uplift your telemarketing lead conversions with Plecto dashboards
Eager to get started with campaign dashboards and motivating notifications for your team? Why not develop a culture of employee engagement and empowerment and create an efficient, target-hitting team like OB2B did?
Book a personalized demo, and start maximizing your sales and telemarketing team’s potential with Plecto, today.
Here are your quick links resources to OB2B's winning formula:
*Disclaimer: We are committed to data privacy. All dashboard images in this blog post have been provided by our customer, The Insurance Surgery. Names, identification photos, and some data have been altered for security. Plecto does not access customer dashboards without written consent.
Dominka Babić
Head of Business Development @ OB2B
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