Staff Domain

Bottlenecks are good.

Why? Because they tend to reveal a clear problem that – if you solve it – will directly lead to higher productivity, more customers being better served, and rising revenues.

A few years ago, Staff Domain, an offshore accounting and staffing solution, was working to expand their offshore staffing operations, both in their legacy US/UK markets and in new markets such as Australia and New Zealand. But to do that, they had to overcome a problem that’s shared by many expanding companies: a lead generation bottleneck. 

The team was confident that their solution fit lots of market demand, but they also knew that their 4-person lead gen team was already struggling to generate enough high-quality leads to properly fuel the sales team. 

It’s an old story: people grow in a linear fashion and eventually reach a plateau. How can you solve that in order to unlock exponential company growth?

Staff Domain co-founder and CEO Justin Pavsic went looking for a solution, and found it in Captain Data’s tech stack.

“We were at the limits of what our lead gen staff could handle, and we wanted to expand into other markets, too. We looked at the various solutions that are out there, and I was lucky enough to connect with Marc Francis (Captain Data co-founder and COO) and his team.”

That relationship has developed over time, helped by the personally professional affinities on both sides.

“Marc’s a very personable guy, he’s genuinely interested in our business. And so he’s been right at our side the whole way, from the beginning when we’d catch up once a week to keep optimizing our data processes, to today when we talk about once a month just to check in.”

That kind of regular check-in ensures that Justin and his team have well-monitored data processes. Whether that’s done internally or together with the Captain Data team, it’s a moment that accomplishes two goals: it keeps things running smoothly, of course, but it also gives repeated opportunities to further refine your targets and results. 

“With data processes, and specifically with using Captain Data to optimize them, there’s a kind of journey you have to go on. And I mean that in the best possible way, because putting in that time to understand the tool, how it can fit your needs, that’s huge. If you invest in the system – mentally and physically, feeding it the information it needs – it will deliver for you.”

That investment has a cost, whether measured in dollars or hours, but it’s one that really pays off. While he was once faced with a data system that had reached its limits and couldn’t keep up with the company’s growth potential, Justin is now able to generate more results while also reducing personnel costs.

“Our lead generation team has gone down by 75% but we’ve increased our output by 1000%. So even though I have fewer people working on lead gen now, it’s like I hired 10 more. With Captain Data we are just pumping results out, and most days I have to turn it off because our SDRs can’t get through them all.”

The ability to produce more results than the team can handle could be overwhelming, but Justin sees that simply as another opportunity to fine-tune their operations. Specifically, because Captain Data can return so many results, he can be more selective in crafting the parameters used in their search process.

“We’re now much more specific, more niche in our search. Based on the talent we have available, we don’t want just any listing – we want this specific level of job, at this size company, found in this specific geography, all the way down to the city or suburb level. By doing that work, our SQLs have increased by 5x, and our conversion rate has gone up by 3x. That’s what specificity does for you – it lets you play to your strengths.”

His last piece of advice centered on the importance of having a real buy-in from the team when it comes to improving data operations:

“You need someone driving the tool internally, someone who really wants to make it work. If you hand it off to some low-level employee who doesn’t particularly care, it’s not getting off the ground. And again, because that drive to create great data processes is necessary, that’s why it’s so key that Marc and his team are right there all the time, ready to help. Captain Data provides us with relentless support, making sure we get where we need to go.”

A real competitive edge for StaffDomain

The recruitment industry is super competitive, especially in times of uncertainty like in 2023, thus timing is of importance.

Contacting a CEO to say “do you need talents? we have the best [...]” is not the same as stating "I saw you are recruiting {{position}}, when can I take some of your time to show you if my talent pool match your need?”

To get to this level, we need to know when a company is recruiting, to then find decision makers.

But that's not all: the companies must match your ICP and the job offers you can address with your talent pool.

We're going to deep dive into what the process looks like.

1. Finding the right intent & signal

Here's our to craft the process to find intents:

1. The first thing to do is to list all the target job search URLs from the most recurring sources; make sure to only include recent job ads and to use exclusion terms to avoid miss-matches.
2. We recommend using the following platforms: LinkedIn (worldwide), Indeed (worldwide) and potentially Seek (Australian market)
3. Then list all the decision makers profiles you want to address for each of those target role to build a strong boolean search
4. Make sure to specify and fine tune the location you are searching job ads in!
5. Finally, you probably want to setup your CRM - for StaffDomain we're setting up Hubspot with a list ID we want leads to fall into

2.Putting it all in a spreadsheet reference

Obviously at some point you'll need a reference data sheet.

It's going to look like this:

3. Complete workflow setup

The rest of the workflow is going to be a mix of Make + Captain Data.

It looks like this:

1. Extract job boards from the sources you selected
2. Completely enrich each company found
3. Filter the aggregated and unified company based on ICP criteria
4. Compare the company to what you have in your CRM: is it a new company, do you have an open deal, what's the last activity
5. Extract decision makers based on the boolean search you defined earlier
6. Tag KDMs with the proper tier label to later prioritize your campaigns
7. Automate social network actions to reach out on multiple channels :)

I can only strongly encourage you to talk with us if you want to build such a machine!

It's obviously a crazy process, but one that yields crazy results & ROI too.

Here's the simplified process in picture: