Hexaglobe is a software company specialised in the implementation of solutions and professional services for the media ecosystem. Its activities cover the entire media process, from acquisition to broadcasting: VoD solutions, Digital Asset Management, content management, over-the-top broadcasting...
Created in 2004, the company now has 45 specialists ready to advise you, share their experience and bring your audiovisual project to a successful conclusion. Hexaglobe mainly targets the European broadcast media and counts among its clients giants of the sector, such as Canal +, L'Équipe, Disney Channel and France TV. Hexaglobe has a very complete offer, but it is difficult to market due to the technical nature of the services offered and the difficulty of reaching the decision-makers within its target groups.
With the digitalisation and the development of the internet, the television sector has been in a state of upheaval for several years. These changes are both obstacles and opportunities for Hexaglobe. These changes are both obstacles and opportunities for Hexaglobe. They are obstacles because television is now a declining medium, and opportunities because this is pushing the company to renew itself and to consider new areas for development.
Before adopting Blacksales, the majority of Hexaglobe's leads were generated by trade shows and the manual prospecting work carried out by Olivier, Development Director within the group. With the health situation and the cancellation of trade shows, the main acquisition channel of the company was removed. Hexaglobe therefore had to find alternative ways to grow.
"With Blacksales, we wanted to establish contacts with the various European television channels, with the aim of evangelising our offer."
It is in this logic of innovation that Hexaglobe wanted to implement the Blacksales solution. Olivier explains that he was initially rather sceptical about using the solution. Indeed, as with many professionals, cold emailing often has a bad image because it is considered intrusive and "annoying" when you are approached all day.
"At first we had our doubts because it was a leap into the unknown and a significant investment. But we are very satisfied with the results and believe it is the right solution for our strategy."
Nevertheless, Olivier was pleasantly surprised by the effectiveness of the solution as he quickly obtained leads, including privileged contacts within ZDF, Germany's second largest TV channel. Hexaglobe was looking for new growth solutions to develop its corporate client portfolio throughout Europe and to raise awareness of its business; the Blacksales tool enabled them to penetrate the market efficiently and generate qualified opportunities with privileged contacts.
With the adoption of Blacksales, Hexaglobe was able to get sales appointments, effortlessly. The contact scenarios set up by the Blacksales consultant dedicated to Hexaglobe's campaigns have helped to feed a pipeline that would normally be difficult to fill due to the difficulty of the offer.
One of the specificities of the Hexaglobe industry is that commercial opportunities are almost 100% processed via calls for tender, there is no impulse buying for this type of product. Olivier is therefore aware that he will not immediately sign the opportunities he receives; he has a real job of evangelisation to do and the Blacksales tool also helps him in this objective.
"The Blacksales solution is really effective, and it also allows us to build a qualified database for our own campaigns."
To conclude a maximum of deals, Hexaglobe now couples Blacksales with other commercial tools. Boomerang to plan and send reminders according to the prospects; Prospectin to contact directly on Linkedin the prospects who did not answer the cold mailing campaigns; Copper as a CRM and finally Sendinblue to nurture the contacts obtained with newsletters.
Thanks to this strategy, the contacts obtained via Blacksales are optimised to the maximum and the various entry points make it possible to recover contacts who would have been closed to the offer via email.
"Blacksales allows us to save time with the automation of the prospecting process, while keeping the human side thanks to the support of Audrey, our Customer Success Manager."
Throughout the collaboration, Hexaglobe benefited from regular and personalised support from Audrey, Customer Success Manager at Blacksales. On behalf of Hexaglobe, she constantly studied and revisited the content of the campaigns to improve the results. The operational expertise that Hexaglobe benefits from thanks to Audrey is also a precious help; indeed, Audrey is able to provide unprecedented business insights, and advice on the follow-up of the obtained opportunities.
The support provided acts as a real guarantee of the success of the solution at Hexaglobe. Whatever the problem encountered (email deliverability, content updates, changes in subject lines, etc.), the customer success manager is there to solve it with the most suitable solution for Hexaglobe.
After 6 months of collaboration, the Hexaglobe sales team is unanimous: the solution has enabled them to achieve their objectives.
The software publisher has been able to make contact with major players in the broadcasting sector, including ZDF, RTL, QvestMedia, RadioItalia, Eurovision and TV2 Hungary.
These various contacts offer good prospects for development and meet Hexaglobe's expectations regarding the use of the Blacksales tool.
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