Transparent, collaborative approach and focus on continuous improvement underpin successful partnership for TTMC and FISCAL Technologies.

Established in 2007, FISCAL Technologies is a pioneering provider of forensic AI-powered software and services designed to support Procure-to-Pay, Accounts Payable, and Shared Service Centre teams globally. The company's core offerings include a cloud-based platform that continuously and preventatively detects duplicate payments, defends against fraud, automates manual processes, and optimises working capital. FISCAL is committed to a culture of boldness, transparency, collaboration, agility, and relentless innovation.

Campaign objective and project background

FISCAL Technologies had used telemarketing in the past but needed a new partner with the capabilities and scale to support both their current and longer-term business needs. They evaluated multiple agencies and were particularly impressed with The Telemarketing Company (TTMC) due to its strong experience in the fintech sector and advanced reporting capabilities via the agency’s real-time reporting portal. They identified TTMC as the best fit to support their needs in the UK and the agency was appointed to run an initial four-month appointment-setting pilot.

The primary objective was to feed the sales pipeline with high-quality appointments for FISCAL’s business development team. The focus was on promoting FISCAL’s latest product, Supplier Statement Reconciliation, which automates the reconciliation process between supplier statements and transactions, to mid-market organisations across a broad range of corporate and private sectors.

Project execution

FISCAL provided a broad dataset that included new contacts matching the target profile and Marketing Qualified Leads (MQLs) from their internal database. MQLs came from various sources, including past enquiries, webinar and event attendees. A thorough onsite briefing covered the unique selling points of the proposition, potential pain points, corresponding benefits, and an overview of the competitive landscape. The team was also briefed to capture customer and market insights to aid the sales process and inform future strategy. This included competitor tools in use and length of existing contracts to gauge opportunity size.

TTMC implemented a structured calling schedule targeting key decision-makers, primarily Financial Controllers and Finance Directors, as well as Accounts Payable Managers and Clerks. The focus was on the key benefits of the Supplier Statement Reconciliation tool including its ability to automate reconciliation, uncover credit notes, rebates, and duplicate payments, saving time and resources for these teams.

TTMC presented the value proposition concisely referencing existing customers in the sector and then probed to understand each prospect's specific issues. Open questions were used to engage prospects in discussions about their current challenges and goals for statement reconciliation. Common pain points were raised such as time and resource constraints, poor supplier relationships, and manual, error-prone processes. Drawing on this insight, TTMC highlighted corresponding benefits, such as managing more statements with less effort, improving supplier relationships, reducing manual errors, and optimising working capital.

Regular review meetings with FISCAL’s programme manager and a nominated representative of the sales team were vital in refining and improving campaign performance as calling progressed. Feedback sessions and daily input from the sales team helped hone the approach. Campaign analytics from TTMC Connect, live and recorded call listening enabled the team to review performance in detail and identify key areas for improvement. Senior management from FISCAL periodically attended these sessions also to ensure the campaign evolved in line with strategic priorities.

The audience cut across multiple sectors and decision-maker types and prospects had a wide range of existing tools for statement reconciliation, from Excel to close competitors of FISCAL with similar functionality. The challenge was to position the proposition effectively and generate sufficient interest to secure an appointment on the call. Data was segmented to differentiate new contacts from warmer MQLs, allowing TTMC to approach these groups appropriately. Focus lists were also created for different customer personas, enabling tailored presentations according to each group's interests.

As calling progressed and feedback was analysed, it became clear that navigating the diverse needs of such a varied audience, presenting tailored benefits, and taking the prospect right through to an appointment was challenging on a single call. As a result, the approach was adapted to focus on a higher-level message and sell the value of the consultation with one of FISCAL’s experts rather than going deep into the proposition. This made the call more focused and still allowed TTMC to capture key information regarding each prospect’s needs and requirements, equipping the FISCAL team with enhanced prospect insight in advance of each appointment.

This approach significantly improved conversion and increased the feed of appointments through to the sales team. As the campaign progressed there was increased focus on tighter collaboration and increased integration of processes, including streamlining the hand-off between the two teams to minimise delay and maximise conversion. A strong working partnership was established that continued to see significant, incremental improvements in results, both in terms of quality and quantity of appointments.

Results

The four-month pilot period has delivered excellent results and created a potential pipeline of £350,000. TTMC has met and exceeded the client’s expectations and the programme has now been extended with potential further expansion.

The FISCAL team are extremely impressed with TTMC’s service, and have noted significant improvements in communication, transparency, and collaboration compared to previous agencies. The visibility offered through TTMC Connect has also provided a much deeper level of insight into performance than previously experienced.

The campaign has also enhanced engagement quality and gathered valuable information from prospects, helping FISCAL refine its approach and better understand the specific needs and challenges of its target audience. Analysis of responses and insights captured through calling are now available within the reporting portal as key inputs for FISCAL’s future strategy.