How this ecommerce SaaS company built their Agency Partnerships Program

OptiMonk is a comprehensive website personalization and conversion rate optimization platform built for ecommerce businesses. They personalize the whole buying experience for ecommerce shoppers. From the first landing page, to the list-building popups, to the website content after a Klaviyo campaign, to cart abandonment messages. They are the masters of optimizing conversions through personalized popups.

OptiMonk just rebranded from a simple popup tool into a comprehensive website personalization and CRO tool for ecommerce brands. Their new mission was to put this fresh offer in front of agency owners and build out their Agency Partnership program. Outbound sales felt like the perfect channel, but they just couldn’t make it work until now.

That’s when Niki and Csaba, OptiMonk’s co-founders, came across Stefan and The GTM Studio team. The team came up with the go-to-market strategy, the initial value proposition and the initial outreach copy. The plan was to validate if there was any demand from agencies to leverage OptiMonk’s recently revamped product. They would use it to drive more conversions and improve customer experience for their client’s ecommerce stores.

In weeks to follow the meetings started rolling in and the initial traction was promising. However, the project kept bumping into the same obstacle – the agencies weren’t converting. They would express interest, but getting them to actually refer their customers to OptiMonk was proving to be harder than getting the initial meetings.

After a very slow start revenue-wise, the team sat down with the executives and went back to the drawing board. Several pivots of the offer and the value proposition later, the first results finally started coming in.

The team was able to nail down the right narrative and align the sales process to it. There was a consistent inflow of 3 to 7 meetings per week. It became clear what types of companies were the exact ICP (ideal customer profile) for OptiMonk’s new offering. More and more ecommerce agencies started becoming active and using OptiMonk to improve conversions for their clients.

The sales process became smooth and repeatable, the handoff from Sales to Customer Success was successfully established. The sales playbook was complete. From getting new meetings, to finding the pain these agencies had, to showing how OptiMonk can solve those problems and finally to getting them activated, the project was deemed successful.

The starting point for the project was: no strategy in place, no processes and no sales playbook. Over the course of 7 months, it eventually ended up with having a consistent lead generation model, a repeatable sales process, a well defined ICP, a clear value proposition and most importantly engaged customers generating revenue.

Check out OptiMonk yourself.