About InnerSpace
InnerSpace's platform uses internet-of-things (IoT) and artificial intelligence (AI) technology to offer analytics, insights, and to predict future behaviors of how people will use indoor spaces. It also utilizes that data to create consumer and employee mobile apps and software that is designed to inform people about the services available in buildings, such as finding available meeting rooms and desk space, nearby amenities, and offering turn-by-turn directions to find those services.
Challenges & Scope
ICP: VPs or Director of Workplace of large companies in various industries.
Product: An AI technology platform for indoor spaces.
CIENCE Technologies coordinates the lead generation efforts for B2B company, InnerSpace. After researching appropriate industries and clients, they conduct cold-outreach campaigns to scale sales development activity, and function as a sales development resource for scheduling top-of-funnel demo meetings.
Why CIENCE
InnerSpace was first contacted by one of CIENCE's competitors. While unimpressed with the competition, this encounter gave them the idea of engaging a lead generation service. Jason Gamblen, Founder & Chief Revenue Officer of Innerspace, first reached out to several companies before being referred to CIENCE by his mentor.
Innerspace signed on in December 2018. Since then, Jason says he has been continually impressed by CIENCE's turnkey service, remarkable process, and great success in generating leads.
Results
Praising them as highly adaptive, Jason says of CIENCE, "Hiring internal staff to replicate their services within my team would have required significantly more time and cost without the scalability CIENCE Technologies offered. They help us reach new verticals quickly and easily. We can build the average campaign in a matter of weeks for each different customer segment, which would have been incredibly challenging to do internally."
With their help, InnerSpace was able to engage one of the largest companies in the world as their customer. Not only was that 6-figure contract their first success story, but it was signed in the very first month of partnering together.
Jason sums it up nicely: "As a partner, they've integrated themselves so well within our company that very little distinguishes them from full-time members. Outsourcing something as sensitive and critical as our sales process can be quite challenging and risky, but they've made it smooth for both our team and our potential customers."
Frequently Asked Questions
What results did InnerSpace achieve with CIENCE?
In their very first month of partnering with CIENCE, InnerSpace signed a 6-figure contract with one of the largest companies in the world. CIENCE's outbound lead generation and appointment-setting services enabled InnerSpace to land this enterprise deal faster than would have been possible with an internal sales team.
How did CIENCE help InnerSpace scale into new markets?
CIENCE built targeted cold-outreach campaigns for each new customer segment, reaching new verticals in a matter of weeks. According to InnerSpace's Founder and CRO Jason Gamblen, building those campaigns internally would have been significantly more time-consuming and costly without the scalability CIENCE provided.
Why did InnerSpace choose CIENCE for lead generation?
InnerSpace's founder was referred to CIENCE by a mentor after evaluating several competitors. He was drawn to CIENCE's turnkey service, repeatable process, and proven ability to generate qualified leads, ultimately choosing CIENCE over other outbound sales development providers.
How did CIENCE integrate with InnerSpace's sales team?
CIENCE functioned as an embedded extension of InnerSpace's sales organization, handling top-of-funnel outreach and demo scheduling. Jason Gamblen noted that CIENCE integrated so well that very little distinguished them from full-time team members, making the outsourced sales process smooth for both InnerSpace staff and prospective customers.
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