How Businesspod Doubled Its Sustainable Revenue Stream With Repsly
A Background in Software and CRM, Constrained by Consulting Time
At their start, Businesspod focused on selling Google Apps for Business and ZOHO CRM, helping companies in South Africa replace - or avoid altogether - the expensive, on-premise CRM solutions that had dominated the market. At this stage, most of Businesspod’s revenue came from consulting through what tended to be a long and high-engagement procurement and implementation process.
However, Duncan and Patrick (pictured third and fourth from the back left in the photo above from a visit to Repsly HQ in Boston) found that model difficult to scale. With a small team short on subject matter experts, Businesspod only had the resources to consult on a handful of implementations a year, which ultimately kept their income relatively flat.
Finding Repsly, a Unique Solution for Field Teams
That’s when they found Repsly (then called Salespod) through Google Apps for Business. The duo were immediately drawn to the system’s ease of use, price point, and reliability a combination they knew would be popular with their market. Plus, Repsly’s SaaS model would provide more sustainable, annuity-based income for Businesspod.
“From my experience in FMCG I had seen a lot of these kinds of systems. A lot of them were very expensive, and most didn’t actually work,” Duncan told us. “What really appealed to me about Salespod was the simplicity. And from the testing that I did, the system was uniquely solid.”
“What solidified it for me was Duncan’s excitement,” Patrick added. “Duncan [who spent time early in his career leading sales teams at Cadbury] said, ‘I wish I had this when I was a rep!’ and I knew we had something special.”
"Duncan said, ‘I wish I had this when I was a rep!’ and I knew we had something special.”
Patrick de beer
An Easy-to-Use Solution That's Uniquely Easy to Sell
Once the partnership was underway, it didn’t take long for the Businesspod team to see how easy it was to sell Repsly in their territory.
Because it was purpose-built for companies with field-based teams, Repsly stands apart from more general CRMs, with very little competition. For teams that need a mobile-first solution, Repsly is an obvious fit and can be implemented easily.
“When you find the right customer and qualify them correctly, Repsly is an easy sell. You can disqualify quickly, or the sale moves along quickly,” says Duncan.
Beyond prospecting and selling Repsly, Duncan and Patrick say Repsly support has been a huge factor in their success as well.
“The support that we get from Repsly and the fact that the system has been so stable has meant that we don’t have to spend too many resources on supporting our clients,” Duncan adds.
“When we decide to spend money, we can spend it on growing sales and not on support and maintenance. And that allows two of us to grow with Repsly quickly and effectively.”
“The support that we get from Repsly and the fact that the system has been so stable has meant that we don’t have to spend too many resources on supporting our clients"
How Businesspod Has Grown With Repsly
In the six years since Businesspod partnered with Repsly, the company has transformed. First and foremost, they doubled their revenue in 2017, and plan to do the same in 2018. A vital part of that growth has been building annuity-based income with Repsly.
“With Repsly, we don’t have to rely on consulting revenue,” says Patrick. “From a reseller perspective it’s a much more sustainable model. We can quickly scale up annuity income rather than relying on consulting income to keep our business afloat, which comes in on a deal-by-deal basis.”
increase in revenue
The partnership has also helped to establish Businesspod as a trusted source of team management solutions throughout their territory. Plus, through Repsly the duo has learned more about marketing SaaS globally, something Patrick attributes to Repsly’s short sales cycle and strong corporate marketing.
At the end of the day, the partnership between Repsly and Businesspod has been productive in both directions.
“I’ve never ever felt that it was a one-way street. It’s always been a partnership and a relationship, while some of the other companies that we deal with just made it about money and sales,” Duncan told us. “We’ve really been part of a partnership and been a part of the process of bringing Repsly to where it is now.”
"I’ve never ever felt that it was a one-way street. It’s always been a partnership and a relationship... We’ve really been part of a partnership and been a part of the process of bringing Repsly to where it is now."