Pinterest, Outbound Sales, 2016-present
Pinterest came to MarketStar after seeing the great work MarketStar had done for AdRoll in the digital marketing space. Its aim in working with MarketStar was to boost SMB sales. MarketStar committed to delivering its desired ROI, which has gained the trust of Pinterest stakeholders and has helped the team scale year over year.
What MarketStar does for Pinterest today:
The MarketStar/Pinterest team manages outbound sales, in the motions of customer acquisition and account management, as well as top-of-funnel lead qualification.
Team size: The MarketStar/Pinterest team started with 20 reps and within two years grew to more than 160 reps. In 2020, the team will expand even further.
Asana, Sales Support, 2018
Asana was referred to MarketStar by a contact at Dropbox (a client since 2014). Asana came to MarketStar seeking a partner to scale its sales organization, add support, and maximize growth potential. The company wanted to generate more opportunities and close sales from inbound leads that came via chat.
What MarketStar does for Asana today:
MarketStar/Asana chat sales reps (CSRs) reactively engage with prospects via LiveChat as inbound leads come through Asana’s website. Reps in MarketStar’s Utah and Dublin offices qualify leads by delivering Asana’s value proposition, answering questions, and creating an overall positive brand experience within three B2B segments. As chats come in, CSRs respond to the conversation within one minute of receiving requests, and qualify leads with up to three prospects at a time.
Team size: The global MarketStar/Asana team grew from a starting team of 11 to its current size of 50 within a year.
Dropbox, Support, 2014-present
Initially, Dropbox asked MarketStar to develop and implement an insides sales strategy to address its SMB marketplace.
What MarketStar does for Dropbox today:
The first motion grew to the point that MarketStar now represents 99 percent of Dropbox’s entire global SMB workforce. Some of these motions include: inbound chat, inbound phone calls, and inbound webforms. The MarketStar/Dropbox team also covers outbound calls, including prospecting to close the sale.
After initially launching with a team of 10 for handling inbound-only leads, the MarketStar/Dropbox team expanded into more technical roles to include outbound motions with higher-level prospects and replicate global efforts to address Dropbox’s EMEA and APAC theaters from Dublin and Melbourne respectively. Today, our MarketStar/Dropbox team of approximately 200 drives tens of millions of dollars in annual recurring revenue.
Team size: 200+
Google G Suite, Outbound Sales, 2019-present
Google came to us seeking help with an inside sales Customer Success program, with a true sales DNA philosophy. The goal was to march through 100 new leads per week per rep, and upsell/cross-sell on G Suite.
What MarketStar does for G Suite today:
The MarketStar/G Suite team handles the Atlas program for Google G Suite. The program started in May 2019 with a focus on the 20-to-250-seat segment, and during that time, MarketStar was able to successfully launch and execute a pilot program in the middle of Q4. This program was focused on the 10-to-19-seat segment with Google, which never had a human touch to it.
The main goal of this team continues to be outbound sales by way of cross-selling and upselling into Google's current client base. Because of the success of both segments, Google has requested an expansion of the MarketStar/G Suite team to 10 additional account managers and one additional sales manager. With the expansion of the MarketStar/G Suite team, the team will have a total of 27 account managers, three sales managers, and one program manager.
Team size: 31
Pandora, Phone Based, 2018-present
Pandora came to us asking for help engaging the SMB and midmarket advertisers on its digital platform. It asked MarketStar to deliver leads to create viable opportunities for sales and increase overall pipeline and pipeline velocity.
What MarketStar does for Pandora today:
The MarketStar/Pandora sales development reps (SDRs) contact leads that come from inbound website activity and outbound marketing campaigns for qualification and opportunity identification. The SDR team utilizes Infer to prioritize leads and a combination of email and phone outreach in a prescriptive Outreach.io sequence to contact and engage high-potential leads. The qualified sales-ready leads are then passed to Pandora’s internal inside sales team, who convert the leads to active opportunities and close the sale.
Team size: XX
Waze, Support, 2018-present
MarketStar reached out to Waze to introduce our solution for advertising sales, particularly in the SMB space. A pilot program was launched in 2018.
What MarketStar does for Waze today:
The MarketStar/Waze team is responsible for lead development and SMB sales, supporting the top of the Waze funnel. The team is dedicated to three areas of support: evaluating ideal partners, customer acquisition, and partner management. Upon being effectively enabled, the MarketStar/Waze partner managers are tasked with achieving revenue targets. The MarketStar/Waze team serves as a consistent inside resource for assigned partners to grow, support, and close partner revenue streams.
Team size: 12