The clients of Unifocus are mostly the restaurant and hotel ranges in the USA, Europe, and Asia-Pacific. The company's primary target was to drive new business clients to their pipeline and up-sale to the existing ones. Having a full-scale marketing department, the company uses content to reach the target audience, and their sales team regularly prospects for new clients. But they wouldn’t involve Belkins team if there weren’t any pitfalls.
- SDR crisis. Unifocus aimed at attracting skillful SDRs to their team. Yet, the tight labor market cannot provide B2B companies like Unifocus with enough SDRs/BDRs. The company’s recruiter admitted that hiring a person for this role was extremely difficult. It was one of the most challenging issues they’ve ever faced.
- Long sales cycle. Sometimes, closing a deal with a client takes 6-8 months. So, the marketing efforts should pay off fast and drive incremental revenue. Unifocus needed a solution that brings more appointments and doesn’t decrease their ROI.
- Limited resources. The company was eager to start the outreach and test this channel. However, they required more resources.