Company:
OpenPayd (Openpayd.com)
HQ:
London, United Kingdom
Operating Industry:
FinTech, Banking-as-a-Service, Stablecoin Infrastructure
Employee Count:
200+
Target Industries:
Financial Institutions, Digital Asset Companies, Technology Platforms, iGaming Businesses, Forex Brokers
Target Personas:
Payments, Treasury, Finance, Operations Leaders
Product Complexity:
High
Sales Cycle Length:
3+ months
OVERVIEW
Headquartered in London, OpenPayd is a universal financial infrastructure and banking-as-a-service platform, helping businesses to move and manage money globally. OpenPayd provides a range of banking and payment services, across both fiat and digital asset ecosystems, to both financial and non-financial institutions. Their clients include leading players such as eToro, Kraken, OKX, and Ripple.
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THE CHALLENGE
OpenPayd were expanding their sales organisation and their marketing team needed to increase the flow of qualified meetings to their salespeople.
Their Director of Marketing & Business Development initially approached Delta-v to explore support for a pilot campaign targeting their SMB market segment. After gaining a deeper understanding of our capabilities, they instead decided to work with Delta-v to expand their reach into high-value enterprise accounts.
PARTNERING WITH DELTA-V
OpenPayd chose Delta-v because of our experience and track record providing outsourced sales development services to other leading payments and banking technology providers.
Delta-v kicked off the partnership with a structured onboarding project that included:
- Cleaning, deduping and enriching OpenPayd supplied target account lists
- Creating the outbound campaign playbook and messaging for the campaign
- Setting up a standalone Salesloft instance to house all the campaign data
- Developing an SDR training program covering the complex domain of payments and banking infrastructure
On completion of the setup process, Delta-v supplied OpenPayd with a dedicated SDR who was supported by an experienced sales development manager, and Delta-v’s sales operations and sales enablement teams.
Over the initial 12 months of the engagement, Delta-v collaborated closely with OpenPayd’s marketing team to launch and run a number of highly successful outbound pipeline generation campaigns. These included vertical specific campaigns targeting industries such as Crypto, iGaming, Forex Brokers and Financial Institutions. Campaigns were also run to secure meetings for OpenPayd’s sales team at events such as Paris Blockchain Week, IFX and ICE. In addition, there was close alignment with individual salespeople to execute account-based outreach and book meetings with high-priority target accounts.
RESULTS
The agreed benchmark for the initial 12 months was 66 qualified meetings (sales accepted leads). By the end of this period 81 qualified meetings had been generated – 122% of the target.
OpenPayd praised the quality of the meetings, noting that they were with exactly the right people at the right companies, and of much higher quality relative to leads from some of their other channels.
Benchmarks exceeded
81 qualified meetings booked in 12 months – achieving 122% of the agreed targets
High priority accounts engaged
Numerous meetings were booked with high-value targets that OpenPayd’s internal team had been chasing for months.
Fast ROI
Within the first month, OpenPayd signed commercial terms with a Delta-v generated opportunity.
High quality meetings
Qualified meetings were consistently secured with the right decision-makers at the right companies.
”Delta-v have supported OpenPayd as a great extension of our go-to-market operations. They have been able to develop deep understanding of the verticals we operate in and optimise our campaigns consistently. The systemisation of the SDR operations has been a key factor to the success of the relationship and the whole team have provided great support throughout.
Michael TreacyDirector of Marketing and Business Development
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