TÜV SÜD Boosts Certification Outreach with Leadium’s SDR Expertise.

Client’s Challenges

TÜV SÜD U.S. faced a critical challenge in scaling its outbound sales efforts while maintaining focus on niche certifications, such as ISO 27001 and ISO 14001. The internal SDR team struggled to meet lead generation goals due to competing priorities—closing deals left little time for prospecting, resulting in a stagnant pipeline. Previous experiences with outsourced SDR providers compounded the issue, as initial enthusiasm often waned due to high turnover and insufficient alignment with TÜV SÜD’s complex requirements. Adding to the challenge was the need for precise targeting across multiple industries, each requiring unique messaging and a deep understanding of their certification pain points. Extended sales cycles (90-180 days) further complicated efforts, as prospects required continuous nurturing to move toward proposal stages.

Their internal team faced several challenges: 
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• Overburdened SDRs: Internal SDRs struggled to balance prospecting and deal closing, leaving a gap in the lead generation pipeline.
• Missed Goals: Despite their efforts, the SDR team consistently fell short of lead generation quotas.
• High Turnover: Previous outsourced SDR teams started strong but experienced high attrition, resulting in a loss of momentum.
• Complex Targeting: Reaching decision-makers across industries such as transportation and technology, each with distinct certification needs, required precise messaging and segmentation.
• Extended Sales Cycle: With cycles ranging from 90-180 days, the team needed qualified leads ready for engagement and a well-structured process to maintain communication.

Leadium’s Solutions

Leadium designed a comprehensive SDR program to tackle these challenges head-on. Recognizing TÜV SÜD’s need for precise targeting, Leadium’s team conducted in-depth research to identify and segment prospects based on employee size, geographic location, and specific certifications. Outreach campaigns incorporated highly personalized messaging, addressing common frustrations such as delayed certifications, inadequate auditor expertise, and the cost of switching providers. Additionally, Leadium implemented an efficient lead distribution process, ensuring a steady flow of qualified opportunities to TÜV SÜD’s sales team. By integrating multi-channel outreach strategies—including cold calling, email, and LinkedIn prospecting—Leadium amplified prospect engagement. This approach not only generated high-quality leads but also freed up internal SDRs to focus on closing deals, creating a seamless extension of TÜV SÜD’s sales efforts.

Here’s how Leadium made a difference:
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1. Data-Driven ICP Targeting:
   
   • Identified and segmented decision-makers, including VPs of Quality, Directors of IT Security, and Chief Sustainability Officers, across targeted industries.
   • Focused on companies with 500-5,000 employees in key regions such as the Midwest for automotive and the West Coast for technology.
2. Personalized Outreach:
   
   • Crafted messaging that highlighted TÜV SÜD’s competitive advantages, including global reach, certification expertise, and superior customer service.
   • Positioned TÜV SÜD as a solution for common pain points such as delayed certifications, lack of auditor expertise, and inadequate global support.
3. Scalable Appointment Setting:
   
   • Implemented a round-robin lead assignment system to ensure even distribution among the sales team.
   • Provided flexibility for prospects to schedule meetings via Teams or phone calls, streamlining logistics.
4. Streamlined Communication:
   
   • Delivered real-time updates to align with TÜV SÜD’s team, ensuring leads progressed smoothly from discovery to technical calls and proposals.
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Performance Metrics
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1. Lead Generation Success:
   
   • Generated 92 qualified leads in the first 90 days, exceeding the target of 30 leads per SDR per quarter.
2. Sales Pipeline Growth:
   
   • Expanded TÜV SÜD’s pipeline with deals valued at $7,000 in setup fees and $3,500/month per contract.
3. Enhanced Efficiency:
   
   • Freed up internal SDRs to focus on deal closing, reducing time spent on prospecting.

Tangible Outcomes
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• Increased Revenue Opportunities: The high-quality leads resulted in a 25% increase in active proposals within the first quarter.
• Improved Sales Cycle Management: Leadium’s pipeline development shortened the qualification phase, enabling faster transitions to discovery and technical calls.
• Elevated Brand Perception: Personalized outreach enhanced TÜV SÜD’s positioning as a trusted global leader in ISO certifications.

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