Background
Verticals:
Accounting, Finance and Technology
Headcount:
c.50
CRM:
Bullhorn
Harmer, a leading recruitment agency focused on accounting, finance, and tech roles, used a variety of tech tools, but their approach was often fragmented, with manual tracking done using spreadsheets. For Senior Business Development Director Kelsey Haas, this approach meant labor-intensive processes and a higher risk of missed opportunities due to manual tracking errors.
Why SourceWhale?
Harmer wasn’t initially seeking new tools; instead, they sought to refine and optimize their business development strategy. The shift to SourceWhale came shortly after Kelsey’s arrival. With SourceWhale’s integrated approach, Kelsey quickly noticed a substantial improvement in productivity and output. The tool centralized and automated their outreach process, allowing Kelsey to focus on the now, significantly reducing the stress of managing multiple campaigns and tracking outreach outcomes.
Objectives
Harmer had several goals in mind:
New Market Penetration
Historically focused in Chicago, Harmer had ambitious goals for a broader U.S. presence, looking at around 15 key markets.
Remove Inefficiencies Caused by Manual Processes
Managing and tracking outreach efforts through spreadsheets added unnecessary time and stress.
Eliminate Missed Follow-ups and Opportunities
Tracking via spreadsheets increased the chance of human error, which could lead to lost business.
Implementation and Adoption
Harmer’s implementation process with SourceWhale was very straightforward. Kelsey received thorough onboarding support through demo videos and hands-on sessions with the customer success team. Adoption across the team was strong, with new hires quickly embracing SourceWhale. The platform now forms the core of their daily outreach activities, helping them maximize impact with minimal time investment.
Key Benefits
The key benefits of SourceWhale for Harmer include:
Comprehensive Campaign Insights
SourceWhale’s real-time data on opens, responses, and other key metrics has enabled Kelsey to fine-tune her strategies. By understanding what works in each new market and iterating accordingly, Harmer’s campaigns have become increasingly effective, resulting in higher engagement rates and measurable results.
Live Feed for Real-Time Engagement
The Live Feed feature has been a significant upgrade for Kelsey, providing real-time insights into prospect engagement. This allows her to time follow-ups strategically, ensuring that outreach is both relevant and well-timed.
Powerful Automation
With SourceWhale’s automation, Harmer’s outreach remains constant and consistent regardless of team availability. The platform allows campaigns to run independently, with outreach and follow-ups proceeding seamlessly even when Kelsey is focused on other tasks or out of the office. The tool even booked meetings on her behalf during her vacation.
Results and impact
Since adopting SourceWhale, Harmer has achieved impressive results:
25%
Increase in response rates
30%
More meetings booked per month
Enhanced targeting and streamlined processes have significantly improved outreach outcomes.
The increase in meetings reflects SourceWhale’s ability to drive sustained engagement with potential clients.
The automation and targeted insights provided by SourceWhale allow Harmer’s business development team to operate at a higher capacity without sacrificing quality or control. Kelsey’s ability to focus on high-impact tasks while confidently knowing that outreach continues in the background has transformed the way Harmer approaches business development, while they expand their reach nationwide.
