Blacksales supports iGraal, the first cashback service in France in 2006. Since its takeover in early 2020, strong challenges on the E-commerce are pushing iGraal to review its hunting/prospecting strategy.
Prospecting is a very recent thing that only appeared in early 2020 for iGraal. Previously, business development was only done through affiliate platforms and agencies. A team of 4 people was set up in January 2020 to hunt for new e-tailers.
The Issue :
In 2020, with the arrival of new investors, the objectives were revised upwards. After a complicated year due to the health situation, the objective for 2021 is to make up for this delay with the signing of companies on larger average baskets.
The Proposal :
Blacksales very quickly proposed to "professionalise" iGraal's business development. This new approach consists of concentrating on leads with high turnover potential. To do this, many avenues were explored, including the drafting of ultra-differentiating canvassing campaigns.
The Results :
With a sales cycle that varies from 3 to 4 months, the results are already there with the first big deals signed. Among them are very big names such as Winamax, which perfectly represents the company's new target. And this in a more than competitive market.
iGraal is the first cashback site to have appeared in France in 2004. Because of their age, hunting/prospecting is a rather recent approach, which only appeared at the beginning of 2020 in their go-to-market approach. Previously, business development was only done through affiliate platforms and related agencies.
iGraal belonged to the M6 group and was sold in March 2020 to Global Savings Group, a German company and European leader in promotional codes.
As a result of this operation, the new objectives and stakes have been raised, which underlines their great ambition to expand.
Global Savings Group, the European promo code expert, was not familiar with the cashback business before the acquisition.
The main challenge was to find leads with a high turnover potential, while building a completely new prospecting approach within iGraal.
This is why the need to be accompanied by professionals like Blacksales became obvious for iGraal in order to be able to meet its ambitious objectives.
Indeed, iGraal wishes to position itself as a leader in the e-commerce market with the most effective communication and prospecting strategy possible.
From the very first exchanges, the iGraal teams were impressed by the professionalism of the Blacksales team and underlined the intelligence of the calculation of the financial projections.
The choice of Blacksales was a relief for the team. They know that the pipeline fills automatically, and that follow-ups are very well tracked, which saves considerable time.
Although the focus was clearly on high-potential customers, Blacksales drew on its experience of systemic approaches to prospecting and advised iGraal not to give up on the smaller leads. Because once acquired, they proved to have significant value and a very low marginal cost of acquisition for one of iGraal's partners: Affilae.
What struck iGraal was the breadth of the scope of functionalities offered by Blacksales, as well as the exhaustiveness of their proposals. Such as integration with Sellsy CRM, segmentation of campaigns by merchant category, e-mailing sequences, etc.
The first results were not long in coming. Despite a sales cycle of up to 4 months, iGraal very quickly signed a high-potential contract, brought in by Blacksales. This proves that the collaboration works without inertia, with a good understanding and adoption of the tool by the iGraal team.
Six months later, nearly 45 qualified leads have been generated, including a first contract signed with the Atelier des chefs and advanced negotiations with three other companies.
The optimizations made by the Blacksales Customer Success team allow iGraal to save a lot of time and not to spend it on the most tedious and repetitive tasks.
Finally, in a sector with so many players and solutions, the iGraal teams were able to appreciate Blacksales' ability to offer ultra-differentiating content for each campaign.
