Company:
Tax Systems (TaxSystems.com)
HQ:
Staines-Upon-Thames, UK
Operating Industry:
FinTech, Tax software
Employee Count:
150+
Target Industry:
Multi-national companies
Target Personas:
Tax and Finance leaders
Product Complexity:
Very high
Annual Contract Value:
$30k+
Sales Cycle Length:
6+ months
OVERVIEW
Tax Systems is a leading provider of tax compliance software across the UK, Ireland and Europe. They’re backed by Bowmark Capital and their flagship product Alphatax is the UK and Ireland’s number one enterprise corporation tax compliance software – trusted by over 40% of the FTSE 100 and 80% of the top advisory firms..
In late 2023, Tax Systems broadened their product portfolio and expanded their international reach by acquiring TaxModel – a Netherlands-based software company specialising in solutions for international tax compliance.
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THE CHALLENGE
With their acquisition of TaxModel, Tax Systems needed to demonstrate that they could efficiently generate sales pipeline and sell their recently acquired suite of international tax software products to multinationals across the UK and Ireland. They identified the need for an outbound sales development team to take these new products to market. However, they did not have an internal SDR team, or the internal bandwidth to quickly build one in-house.
PARTNERING WITH DELTA-V
Tax Systems selected Delta-v to provide them with a team of 3 outsourced SDRs due to Deltav’s experience selling complex financial technology to large enterprises. The aim was to create sales pipeline with multi-nationals in the UK and Ireland for Tax Systems’ new Transfer Pricing, Tax Provisioning and Pillar Two software.
In the onboarding & campaign setup project, Delta-v collaborated closely with Tax Systems to set up their dedicated SDR team. This included optimising Tax Systems’ internal Salesloft environment; generating target account lists, working closely with their product marketing team to craft a tailored campaign playbook and messaging strategy; and assigning and training the three Delta-v SDRs on the highly complex domain of international tax compliance.
After completing the onboarding process, Tax Systems’ SDR team from Delta-v launched the outbound campaign. The team utilised targeted, account-based outreach, reaching out to the key personas in each target organisation using a combination of phone, LinkedIn and email.
RESULTS
Over the initial 6-month campaign period, which included a 3-month ramp up, the SDR team exceeded their targets by generating 95 qualified meetings – surpassing the agreed benchmark of 90.
Off the back of this success, Tax Systems chose to extend the role of their Delta-v SDRs to focus not only on new prospects, but also generating pipeline for expansion sales within their existing customer base. Furthermore, their subsidiary TaxModel decided to add an additional Delta-v SDR for their own outbound campaigns into continental Europe, the USA and the Middle East.
Benchmarks exceeded
95 qualified meetings booked in 6 months, surpassing the 90 meeting benchmark
High performance
One SDR booked 15 meetings with finance and tax leaders at multinational companies in a single month
International reach
The SDRs booked meetings across the UK & Ireland, Continental Europe, the USA and the Middle East
Closed-Won Deals
Tax Systems closed their first deals from this pipeline in less than their typical 6-month sales cycle
Enterprise software companies who trust us for European expansion
”"Working with Delta-v has been a good experience since the outset. They selected strong SDRs who've had the ability to quickly ramp and understand the proposition. The team also come across as very credible when speaking with both prospects and our existing customers"
Lloyd BristowSales Director, Tax Systems
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