Telemarketing for IT and SaaS companies

What does telemarketing for SaaS and IT companies involve?

Telemarketing for SaaS and IT companies is outbound calling that books demos and qualified meetings with technology, finance and operations buyers, so your account executives spend their time in sales conversations rather than prospecting. Nousu runs it with senior callers who work in-house in Sydney, starting at $7,000 a month (ex GST), with first calls 2 weeks from sign-off.

It is the same method as our SaaS cold calling service, described in the language IT vendors and their procurement teams often use. For the wider picture of how we support software companies, see our SaaS outbound experience.

Telemarketing for SaaS and IT companies is outbound calling that books demos and qualified meetings with technology, finance and operations buyers, so your account executives spend their time in sales conversations rather than prospecting.

Who do we call for IT and SaaS vendors?

Technology purchases rarely have a single buyer. Depending on what you sell, we call heads of IT, IT managers and infrastructure leads, CIOs and CTOs, finance leaders who own software spend and renewals, operations leaders who live with the workflow, and the functional owners of the tool, such as heads of sales, marketing, people or customer service.

Managed service providers and resellers are a second audience for many vendors. Their owners and technical leads decide which platforms they put in front of their own clients, and a single partner conversation can open many end customers.

Our callers map the buying committee as they go. The first conversation is often with a user or an evaluator, and the call notes record who else is involved so the meeting includes the right people.

Technology purchases rarely have a single buyer.

How is IT telemarketing different from general B2B calling?

Technology buyers screen hard. They are called and emailed by vendors constantly, many sit behind switchboards or service desks, and they can tell within a sentence whether the caller understands the category. A caller has to name a real problem, use the right terms without bluffing, and know when to stop and book the person who can go deeper.

Timing matters as much as messaging. Contract end dates for telco, cloud and software agreements, a recent acquisition, a new technology leader, a relocation or a security incident in the news all change whether a buyer will talk. We capture those triggers in the call notes and plan follow-up calls around them, instead of treating every account as ready today.

Technology buyers screen hard.

Which IT and SaaS segments do we cover?

We run telemarketing for vendors across SaaS companies, cloud services and MSPs, telco, UCaaS and contact centre, cybersecurity, AI and enterprise technology and ERP software. Each segment gets its own call framework, buyer titles and qualification questions.

If you sell horizontally, we usually split the list by the problem you solve rather than by industry, because a finance leader in logistics and a finance leader in professional services often share the same software pain.

We run telemarketing for vendors across SaaS companies, cloud services and MSPs, telco, UCaaS and contact centre, cybersecurity, AI and enterprise technology and ERP software.

How does a SaaS telemarketing campaign run?

First calls happen 2 weeks from sign-off. The steps are the same for every IT and SaaS client:

• Step 1: agree the ideal customer profile, buyer titles, disqualifiers and what a qualified demo means for your team.
• Step 2: build or clean the account list and wash it against the Do Not Call Register.
• Step 3: write a call framework for each segment, covering the opener, the problem, qualification and common objections.
• Step 4: call, qualify and book demos straight into your account executives' calendars, each with a handover brief.
• Step 5: confirm meetings beforehand, handle reschedules and log every outcome in your CRM.
• Step 6: run weekly call reviews of outcomes and call notes, and change the list, segments or openers when the calls show a problem.

First calls happen 2 weeks from sign-off.

What results should an IT or SaaS company expect?

Once a campaign is running, about 8 qualified meetings a month is typical across our clients, with a range of 6 to 20. In our call data, 50% of phone-booked meetings became sales opportunities, which is why we qualify on the call instead of booking anyone willing to watch a demo.

Pricing starts at $7,000 a month (ex GST), with the exact fee quoted after a 30-minute call, on a 3-month initial term, then rolling monthly. From month two an agreed meeting floor applies, with a credit for every meeting short. For tactics you can use in-house as well, read how SaaS teams use cold calling to book more demos.

Once a campaign is running, about 8 qualified meetings a month is typical across our clients, with a range of 6 to 20.