TCNS:
How Bandalier is helping a fast-growing MSP win deals.

Drew Lacock, founder of Triple Cities Network Solutions, gets most of his business through word of mouth. “We’ve worked really hard to build incredibly strong customer relationships. That’s paid off repeatedly in the form of referrals that have helped grow our business.”

Outbound sales, historically, has been a less successful channel. “It’s almost impossible to find well-trained, qualified sales people in this area. We hadn’t been able to make it work.” In early 2018, Drew heard about Bandalier – a company that provided tech companies and MSPs with on-demand inside sales teams. “I was skeptical that we could get an outbound sales team to work, but I got a pretty good vibe from the salespeople I met and they seemed really well trained in outbound sales techniques, so I was willing to give it a try.”

A sales manager and multiple inside sales reps spent weeks with Drew and his team to nail down Triple Cities’ value proposition. “We went into a lot of detail in the onboarding process on how we fit into the local landscape and how we position ourselves to prospective clients.” Bandalier’s sales operations and management teams began drafting e-mail templates and talk tracks, with Drew’s feedback. After a couple of weeks in onboarding, the team began e-mail and phone outreach to a list of leads specifically developed by Bandalier’s sales operations team based on Triple Cities’ target audience.

“It was a pretty collaborative process. I was surprised at how quickly the team was able to get going.” Within a few weeks, a new lead notification came through in Drew’s inbox: one of the area’s largest professional services companies was looking for a new tech provider, and Drew had a meeting booked with an operations manager. “That’s when I started to believe this could work.”