Moderan is an Estonian company that provides a proptech SaaS solution for Leasing, Asset, and Property Managers in commercial Real Estates. Moderan supports and automates the processes in property management and unifies all the company data. It gives huge added value at all levels in a company, from specialists to managers and owners. You can manage activities on one tenant, have access to the agreement, utilities, rent rolls, etc. A manager can have a bigger scope about the whole buildings, all the vacant spaces, financial forecasts, etc., while owners can have vast information about the portfolio of the building with all the detailed information.

Moderan had a few customers who own buildings in Poland, but they want to get the first customers in Poland and enter the Polish market.

Moderan decided to use our service Lead Generation with Active Support.

Task

Moderan wanted us to generate meetings with their ideal customer profile, and they needed our support during the meetings with translation, follow-ups, and keeping the sales coordination. They wanted us to support them during the integration project and gather as much information about the Polish market as possible.

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Actions

To reach companies and buyers that meet Moderan’s requirements, we mainly used cold calls and cold mailings. From time to time, when we were unable to reach the proper person, we used InMails from LinkedIn Sales Navigator. Usually, we identified the proper people from a company structure on LinkedIn, and we called the HQ to ask for a contact to this person. We combined cold calling together with very precise and small cold mailing campaigns.

Occasionally, we represented Moderan in person during exhibitions in Warsaw and in Munich at Real Expo.

After 14 months, we slightly changed the strategy, and our Sales Development Representative started conducting demos in Polish. That change boosted the engagement of customers and attracted more attention from potential customers.

Results

We have worked with Moderan for over 1.5 years. During this time, we scheduled dozens of meetings, supported Moderan at a few conferences, including the Property Forum in Warsaw, and two times at EXPO REAL in Munich, while we were responsible for reaching Polish customers at Polish stands.

As a result of our cooperation (which is still ongoing), Moderan had dozens of meetings with their ICP. They know their main competitors in Poland and have all the necessary information about the requirements of Polish customers. A few customers are in serious negotiations stages. Moderan also added some positions to their roadmap to develop more attractive features for customers.

dominik wantuch conference realexpo
dominik wantuch conference realexpo
dominik wantuch conference realexpo2
dominik wantuch conference realexpo2
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dominikw
Business Development Manager, CEO at  | Contact me | recent posts

I am dedicated to facilitating your entry into the Polish market. At Architecture of Sales, my team and I are committed to enhancing your visibility and boosting sales in Poland through the following strategies:

  1. Market Validation Activities - We conduct comprehensive market research, analysis, SWOT assessments, competitor evaluations, and direct customer interviews to validate your market approach.
  2. Lead Generation - Utilizing both outbound and inbound methods, including various Sales Development Representative (SDR) prospecting techniques, we generate high-quality leads to drive your sales pipeline.
  3. Sales and Marketing Support - Acting as your local sales and marketing department, we adeptly represent your brand to customers, providing comprehensive support to strengthen your market position.
  4. Business Partner Identification - Whether identifying a local partner or developing an effective affiliate program, we assist in establishing valuable collaborations to optimize your market presence.

While our primary focus is on B2B SaaS companies, we are also open to collaborating with hardware-selling enterprises. For instance, we have successfully sold SaaS solutions, including ERP systems, to diverse sectors such as manufacturing, construction, retail, IT, HR, and EHS management.