Blacksales is a SaaS solution to generate qualified leads and managing the sales pipeline. Its clients include companies such as Cap Collectif, Vizir, Chefclub and Lengow. The start-up is now enjoying rapid, self-financed and profitable growth.
Today, our team uses our solution to find new business opportunities and appointments. This case study aims to showcase the effectiveness of the solution, in an enterprise saas environment.
The two founders of Blacksales were directly confronted with the problem of prospecting during their various entrepreneurial projects. As a result, they came up with the idea of developing an "anti-tool" to help with prospecting, allowing for the constant generation of opportunities and management of the sales pipeline.
Before Blacksales, there were many technologies to help with prospecting; however, their handling was not always easy and required a lot of time. This is where the Blacksales solution came into its own. The idea was simple: to structure and automate the feeding of the sales pipeline.
The Blacksales solution has therefore developed gradually to become a complete outbound product: identification, selection, contact and follow-up at the best time with the prospects most likely to buy our clients' products or services. Throughout the use of the tool, our clients are accompanied and advised to optimise their campaigns and thus obtain more results.
Without Blacksales, the observation was simple: the sales teams were spending too much time prospecting without it being fully effective. There was a drop in motivation, time wasted manipulating the tools, fewer customer meetings, and therefore less booked revenue. Sales people needed to be able to focus on customer contact and closing.
When developing their solution, the two founders of Blacksales chose to base their product on cold emailing. This channel was particularly interesting for the solution because, coupled with obtaining precise and highly qualified contact data, it made it possible to make direct contact with senior citizens who would normally be inaccessible.
Thanks to a large volume of qualified data and the automation of cold emailing sequences, Aurélien and Sébastien were able to develop a prospecting tool for BtoB teams, which is now well established and used by companies in many different sectors.
The way it works is simple: target data is collected and processed, then Blacksales writes the best email prospecting content and launches the campaigns at the right time; all responses are categorised and tasks are created in the linked CRM to guide the sales people. The customer success managers are then responsible for analysing the results of the campaigns and optimising the content to maximise the results obtained.
In this way, the Blacksales solution acts as a "boost" for sales representatives. Indeed, once the targets are defined, the tool takes care of finding all the data, contacting them and following up on them. The sales representatives only have to respond to the opportunities that are sent directly to their mailbox. This is a considerable time saving that will have a positive effect on the motivation of the sales force, while increasing their appointment capacity and therefore the revenue they generate! The pipeline is automatically fed with opportunities, growth is assured and the impact of churn is reduced.
From the beginning, Blacksales has applied the use of its tool to its own structure. Thanks to this, the start-up now has around sixty recurring customers. The use of the solution represents 30% of the opportunities detected, and is a considerable time saver for Maria and Théo, the company's two sales representatives.
Coupled with a sales team focused on customer appointments, the tool now allows Blacksales to have a very efficient sales structure. The company's sales force ensures fast and accurate processing of opportunities integrated into the pipeline, thanks to the tasks directly created in the CRM by the Blacksales solution. The team always knows what actions to take based on the prospects, and is much more responsive than a traditional sales force.
The company's commercial effectiveness can be quickly seen by analysing its figures and comparing them to the rest of the SaaS sector. The monthly revenue generated by the use of the platform currently stands at €65,000; moreover, this figure is growing steadily and the company now aims to reach a MRR of €100,000 by 2021. The return rate is also very positive for Blacksales as it is now 3 months, compared to an average of 12 months for other companies in the sector.
Blacksales has therefore succeeded in developing an effective sales organisation and ensuring rapid growth through the use of its tool. Today, the solution is a "must have" for pipeline feeding and allows to be competitive in the highly competitive business opportunity generation sector.