{"id":912,"date":"2018-01-23T18:13:34","date_gmt":"2018-01-24T00:13:34","guid":{"rendered":"http:\/\/blog.kmbrian.com\/?p=912"},"modified":"2020-12-04T18:49:07","modified_gmt":"2020-12-05T00:49:07","slug":"success-story-malartu","status":"publish","type":"post","link":"http:\/\/kmbrian.com\/blog\/success-story-malartu\/","title":{"rendered":"How Malartu\u2019s Move to Marketing Automation Paid Dividends"},"content":{"rendered":"

Take a second to imagine the inbox of your average venture capitalist.<\/p>\n

Terrifying, right?<\/p>\n

You\u2019d see pitch after pitch from startup entrepreneurs seeking funding, desperate to get noticed. On top of that, you\u2019d have a huge number of emails from vendors cold-pitching products, hoping to pique their interest.<\/p>\n

Now, imagine you\u2019re one of those vendors, trying to stand out in a sea of new messages.<\/p>\n

That\u2019s not a great place to be. But it\u2019s the exact position Sean Steigerwald, founder and president of Malartu<\/a> – a business intelligence tool for the private equity industry – found himself in.<\/p>\n

<\/p>\n

According to Sean, \u201cWe sell our software to venture capitalists, private equity fund managers, and other private investors. These people are arguably more inundated with emails than any other group.\u201d<\/p>\n

At the same time, Sean and his team were juggling a common problem among young companies: the need to do too much, with too few hands. With all members of the team wearing 3-4 hats on any given day, important outreach and follow-up often fell by the wayside.<\/p>\n

Sean knew that reaching his goals required a new approach – one that would let Malartu leverage new marketing automation technology to build scalable outreach processes that would execute without the team\u2019s manual input.<\/p>\n

That need led Sean to Mailshake.<\/p>\n

Moving from Manual Marketing to Automation<\/h2>\n

Sean and his team knew how important outreach was to Malartu\u2019s future growth.<\/p>\n

After all, research compiled by Ramin Assemi for Close.io<\/a> suggests that 92% of salespeople give up after four \u201cno\u2019s,\u201d but 80% of prospects say \u201cno\u201d four times before they say \u201cyes.\u201d<\/p>\n

Unfortunately, Sean\u2019s team was handling all of this work manually, which meant that this necessary follow-up didn\u2019t always occur. He explains:<\/p>\n

\u201cPrior to using Mailshake, we had a system of task setting to remind ourselves and others in the company to reach out to prospects at the right time until we landed some sort of qualifying event like a call or demo. Oftentimes these follow up emails fell through the cracks… there’s only so much someone can handle in a day.\u201d<\/i><\/p><\/blockquote>\n

Every time the team at Malartu sent an email, they\u2019d manually schedule tasks to send related follow-up messages. Understandably, when the team got busy, some of these follow-up emails were missed, causing the company to miss out unnecessarily on potential deals.<\/p>\n

This represented a major challenge, because – as Sean notes – the quality of their emails or the product they were selling were rarely in dispute. Their prospects were simply so busy that they often missed emails, making proper follow-up key to Malartu\u2019s future.<\/p>\n

How Malartu Uses Mailshake<\/h2>\n

In evaluating different alternatives to automate Malartu\u2019s cold email follow-up needs<\/a>, Sean honed in quickly on Mailshake\u2019s simplicity:<\/p>\n

\u201cI love a tool that just works. We don’t need the millions of bells and whistles that come with other tools. We just wanted something that would allow for at-scale personalization in plain text emails with automated follow-ups. That’s Mailshake.\u201d<\/i><\/p><\/blockquote>\n

Mailshake\u2019s low per-user cost eliminated any financial barriers to bringing the entire Malartu team on board from the start, while its onboarding support meant Malartu was seeing value from day one. He says:<\/p>\n

\u201cIt’s one of those products where you start the sign-up process because a friend told you to check it out, and next thing you know, you’re hitting send on your first campaign. The simplicity and general user experience is great.\u201d<\/i><\/p><\/blockquote>\n

Now, there\u2019s no need for manual follow-up. The Malartu team\u2019s cadences of follow-up messages go out automatically, driving not just business results, but compliments from recipients who admire the company\u2019s persistence.<\/p>\n

The sequences have been so successful that Sean and his team have expanded to using Mailshake for other marketing needs:<\/p>\n

\u201cWe use Mailshake for essentially any cold outreach we do including sales, content distribution, and press inquiries. Basically, any time it makes sense to automate a follow-up email or 2 (or 5), we use Mailshake.\u201d <\/em><\/p><\/blockquote>\n

In reflecting on his experience transitioning to Mailshake, Sean had one piece of advice to offer: \u201cIf you don’t realize how much time you’re spending on outreach, you’re probably doing outreach wrong.\u201d<\/p>\n

If your own outreach process could use the same refining as Sean\u2019s at Malartu, <\/b>check out Mailshake today<\/b><\/a> (or take a look at our free <\/b>Email Outreach Playbook<\/b><\/a> for best practices to boost the performance of your cold email campaigns)<\/b><\/p>\n","protected":false},"excerpt":{"rendered":"

Take a second to imagine the inbox of your average venture capitalist. Terrifying, right? You\u2019d see pitch after pitch from startup entrepreneurs seeking funding, desperate to get noticed. On top of that, you\u2019d have a huge number of emails from vendors cold-pitching products, hoping to pique their interest. Now, imagine you\u2019re one of those vendors, …<\/p>\n","protected":false},"author":3,"featured_media":922,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"spay_email":""},"categories":[31],"tags":[33,47,37],"jetpack_featured_media_url":"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2018\/01\/How-Malartu\u2019s-Move-to-Marketing-Automation-Paid-Dividends-1.jpg?fit=1200%2C600&ssl=1","yoast_head":"\r\nHow Malartu\u2019s Move to Marketing Automation Paid Dividends<\/title>\r\n<meta name=\"description\" content=\"In evaluating different alternatives to automate cold email follow-up needs at Malartu, Sean honed in quickly on Mailshake\u2019s simplicity. 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