How a European payments technology business used Delta-v to accelerate their sales pipeline in key verticals

Aevi historically generated sales pipeline through partner introductions and Account Executives sourcing their own leads. To quickly grow market share and revenue, they identified the need for a dedicated team of Sales Development Representatives (SDRs) to conduct targeted outbound outreach.

Aevi chose to use an outsourced SDR team to avoid the long ramp-up period required to build an internal team, which would involve hiring, training, and systems selection and setup. Working with an SDR agency would also provide the flexibility to scale the team up or down as needed. Aevi’s CRO selected Delta-v as their partner due to the company’s excellent market reputation in the FinTech space, and a strong recommendation from the CEO of another payments company that had previously worked with Delta-v.

The engagement began with a structured four-week onboarding project designed to establish a foundation for high quality, targeted outreach. During this phase, Delta-v delivered expertise across three key areas:

• Sales Operations: Delta-v configured a dedicated Salesloft instance for the project. The team also mapped the ISV market in Western Europe and conducted extensive list building to research and create a target account list of ISVs.
• Sales Enablement: Delta-v worked with Aevi’s commercial and pre-sales teams to develop a comprehensive outbound playbook and craft tailored messaging for Aevi’s target verticals.
• SDR Training: Two dedicated Delta-v SDRs were assigned to the project and underwent intensive training on the complex domain of in-person payments to ensure they could engage effectively with the target personas in Aevi’s target accounts.

Following the completion of the onboarding project, the SDR team went live. The SDRs utilised phone-first, account-based outreach, with LinkedIn and email used as additional channels, to secure meetings with Aevi’s ideal customers. Over the course of 6 months, the execution was organized into three core campaigns:

1. ISVs: Targeting Independent Software Vendors across Western Europe.
2. Major Fuel Retailers: Targeting the large-scale fuel and convenience sector.
3. Bricks n Clicks Retailers: Engaging major physical retailers that have high in-person payments complexity

The Delta-v team followed an agile approach, working in close collaboration with Aevi’s Demand Generation Manager to analyse campaign results and implement rapid updates to messaging and targeting based on learnings generated from the campaigns.

The collaboration also extended to supporting Aevi’s events strategy, where the SDRs conducted targeted outreach to book meetings for Aevi’s sales representatives at major global industry events, including NRF, Euroshop, and the Merchant Payments Ecosystem.