A Smart Tip on How to Evaluate a B2B Demand Generation Company
December 3, 2015
Choosing the right B2B demand generation company depends on two primary factors: how your specific business goals align with the vendor’s skill sets, and the vendor’s ability to assemble a team that can meet those business objectives.
But when you’re vetting several different organizations, most will have some sort of story about how they can get you results, right? If there’s a reliable way to cut through the fluff and get to the reality behind a company’s claims, it’s this:
Ask what kinds of companies are a poor fit for their services.
Asking what kind of companies are a poor fit for the vendors you are evaluating offers a window to their approach. And don’t stop there! Ask how they know those companies aren’t a good fit. Maybe they’ve had limited success when working with certain types of clients, or maybe they just don’t have the right industry expertise to get the job done. Maybe they’re concerned about the potential (or lack of) return on investment. Whatever the case, an experienced, ethical, dependable company will know where its strengths are and where it has weaknesses.
Needless to say, avoid the ones who struggle to answer this question or worse yet, don’t understand the question!
At Intelemark, we know that not every company will be a good fit for our B2B calling campaigns and appointment setting services. Even when we do think a company is a good fit, we set up a test campaign first, just to see how things go. Because despite what some vendors may say, until the calling begins you don’t know how the marketplace will respond. That’s why we feel a test campaign is the best starting point.
For example, we do some of our best work when we partner with technology, technology, manufacturing and financial services organizations. It’s our sweet spot – and we know it! When companies in other industries reach out to us, we strive to provide an accurate assessment of whether we would be the right partner.