Building High-Performing Offshore Sales and Marketing Teams
Discover how to harness the power of offshore sales and marketing teams to drive success in your business.
Learn how Evora, a global ESG consulting platform solved their scaling challenge with a high performing Romanian team.
Unlock the full potential of your business by leveraging offshore sales and marketing teams
Get an inside look at how offshore teams have multiplied exit valuations, leading to significant returns on investment and future growth opportunities.
Multiplying Enterprise Value
Find out how EnergyQuote JHA expanded their offshore team to unlock and additional £21M to be re-invested back into the business.
Solving Scaling Challenges
Learn how Evora, a global ESG consulting platform solved their scaling challenge with a high performing Romanian team.
Develop an Effective Capability Plan
Find out what are the key components of a successful capability plan that delivers results
Risk Management
Learn how to assess and navigate the risks associated with offshoring
Learn How A New Cape Town Team Drives Efficiency Improvements for Renowned Global Strategic Research Leader
Get an inside look at how offshore teams have multiplied exit valuations, leading to significant returns on investment and future growth opportunities.
CHARLES FENTON
Founder and Director of Potentiam, is a dynamic force in the world of offshoring solutions for SMEs. With a proven track record as the founder of an energy analytics company acquired by Accenture, Charles now dedicates his expertise to helping SMEs build offshore teams that elevate their enterprise value and fuel business growth at an unprecedented scale. Join Charles on this transformative journey towards scaling success.
MARION BARNHAM
Marion is a seasoned commercial leader with a proven track record in developing and transforming sales and marketing teams for optimal performance. With over 17 years of experience in diverse industries, including manufacturing, construction, engineering, and professional services, she has established herself as an expert in brand-building and implementing proven marketing and sales solutions. She is deeply passionate about measuring lead generation, customer retention, and customer experience with KPIs that align with revenue generation goals. As a CIM fellow, Marion understands the importance of ROI and thrives on taking all stakeholders through transformational change.
Need Clarification?
Who is this for?
Offshoring for sales and marketing is for organisations who have a need to build a sales and marketing component, but don't necessarily have the funding to acquire this function.
What are the key steps to building a high-performance sales and marketing team?
The key steps are:
- Understand the business vision and objectives, and align the revenue goals with these.
- Assess your current analytics capabilities - people, processes, technologies.
- Identify capability gaps to reach your vision.
- Build a capability plan - organization structure, roles, implementation plan. Start with a pilot.
- Specialize roles over time as you scale up. Leverage offshore for cost savings.
Can I speak to a specialist about offshoring right now?
Yes, absolutely! Please click here to book some time with an Offshoring Strategist
How do I build the business case for investing in offshore sales and marketing teams?
Quantify the costs of fully fledged on-shore revenue teams and offset this against the benefits - new revenue opportunities from monetizing data, cost savings from optimizing operations, productivity gains. Build the ROI case.
What are the stages of maturity for a team?
Teams evolve through basic reporting → standardized models/dashboards → predictive analytics → prescriptive analytics. Assess your current and target stage.
Should we build an in-house marketing and sales team or outsource?
In the early stages, outsourcing provides flexibility. As you scale, bring key roles like marketing management in-house but leverage offshore for cost savings. Specialize roles over time.
How do I provide a career path for junior staff?
Set clear requirements and growth paths within specialities e.g. strategic marketing vs technical marketing. Manage expectations - transitions between roles may require certifications and experience.
What technologies do I need for advanced marketing and sales capabilities?
You need a comprehensive capability plan, detailed marketing strategy and a martech stack to match. As you advance, add more specialist capabilities.
How do I integrate my existing tech team with a new sales and marketing team?
Include members from both teams in relevant projects. Have tech leads participate in key planning discussions. Develop processes for cross-team collaboration.
Can we scale our sales and marketing teams without high turnover?
Implement specialized roles rather than generalists to provide career growth. Develop strong processes and documentation. Focus on inclusion and knowledge sharing.
