BNZSA appoints Johan Olberding as Chief Operating Officer to help transition the company to the next level and maintain stellar growth

Olberding re-joins BNZSA at a critical period of growth and transformation and has proven track record of driving strategic business improvements, executing cost efficiencies, business process redesign and resource optimization.

Johan Olberding, BNZSA's new COO

Leading European B2B marketing agency, BNZSA has appointed its former Business Development Director, Johan Olberding as Chief Operating Officer (COO), to oversee a crucial period of growth and transition for the company.

Specialising in data, account based marketing (ABM) and lead generation, BNZSA has been growing exponentially in recent years and has made some significant investments in both technology and people to help underpin its growth.

Last year it has increased its head count 250% to 350 and in Q1 2022 has already further increased its head count by 14% to 400 employees. It is also looking to add a further 250 hires to its teams that comprise of 45 nationalities and speak 25 different languages.

As well as key hires in management, it is also actively recruiting data science professionals to underpin its new digital and programmatic offerings as well as more Business Development Representatives (BDRs) to validate data, garner consent and generate high quality opportunities such as the trademarked Warm Handover^TMfor its existing and prospective clients.

The company has also invested in new 5500m2 campus facility in Las Rozas, one of Madrid’s most prestigious neighbourhoods, to accommodate its rapidly expanding workforce.

Speaking about the appointment, CEO and Founder of BNZSA, Brahim Samhoud said:

“When you experience a tsunami of growth, companies can quickly drown under the torrent of new things you have to put in place whilst juggling business as usual activity.

“This year we have an aggressive road map of new hires, data services, connected workflows, CRM and Marketing Automation Platform roll outs, as well as the logistical challenges of moving into bigger premises whilst maintaining flexible and remote working practices.

“And when transitioning from an agile start-up to a mid-size enterprise, this is where a lot of companies struggle because they haven’t put the right processes and planning in place to evolve.

“By bringing Johan back into the business we have someone that has a not only has a proven track record in managing change and transition, he has the skills to ensure BNZSA can surf the tsunami of change. He also has an intimate knowledge of our business in previous roles with the company and has been a key figure in getting us to where we are today,” Samhoud said.

Olberding joins BNZSA from Rubix, where he was the EMEA key accounts director. He was also formerly the Managing Director of Mobility Mix.

Speaking about his appointment, Olberding said: “It’s great to be back at a company where I started on the phones as what is internally called ‘a Rocker’.”

“It’s also a great time to re-join the company and help in its growth trajectory and maintain its overall vision. Growth is exciting and reflects the hard work being put in by all the employees of that company. But without business resource planning and procedural structure it is very easy for companies to get overwhelmed by their own success.

“I am looking forward to working with a tremendous team that is constantly looking to go the extra mile on behalf of our clients.” Olberding said.

About BNZSA

BNZSA is a leading sales & marketing agency specialising in data and tele-based demand generation with a team of 400 who are experts in delivering qualified, sales-ready leads. It was established in 2013 and has grown rapidly over eight years. BNZSA is privately-owned, has never relied on third-party funding, and has been profitable since day one.

The company is based in Madrid, Spain, and has offices in the UK, France, and Morocco. It invests heavily in its agents who are all native language speakers and deliver client campaigns in languages globally. In addition to the uniquely human and personal dimension of the company, BNZSA is a leader in the application of technology to underpin its value proposition. It built its own bespoke CRM platform, and is a pioneer in the use of AI, NLP and ML technologies.

Game Changing Warm Handover Delivers a 70 Percent Lead-to-Conversion Rate to Drive Sales Success for B2B Tech Clients

BNZSA’s Agents Host 20,000 Warm Handover Calls a Year to Deliver $1.5 Billion Pipeline Opportunities for Clients

Madrid, Spain, 24 June 2021 – BNZSA delivers a ‘Warm Handover’ process – unique in the market – that creates a lead-to-conversion rate of up to 70 percent.

In order to ensure this outstanding level of client success, BNZSA’s agents host more than 20,000 three-way calls a year to personally introduce client sales reps to qualified prospects.

BNZSA specialises in tele-based demand generation with a team of more than 250 who are experts in delivering sales-ready leads to many of the world’s leading technology brands deploying campaigns globally in 16 native languages. BNZSA has more than 100 clients, which include many of the leading global IT vendors including Acer, Dell, Fujitsu, HP, Intel, Juniper Networks, Oracle, Samsung and SAP.

“The warm handover is a value-add like no other in the industry,” said Brahim Samhoud, CEO of BNZSA. “It ensures that client sales reps and their prospects are a long way down the path to a deal before they ever meet one another. In researching and engaging with prospects, our agents make many calls into client companies over time. Our teams map buying committees, develop personal relationships, understanding and trust with budget holders, decision makers and influencers. We only host three-way meetings between clients and prospects when we have a complete picture of the sales opportunity – which delivers conversion rates unprecedented in the industry.”

The warm handover was established to overcome a number of common issues that remain endemic in the industry today – that even the warmest leads can be difficult to convert. In designing the warm handover, BNZSA addressed a number of pain points:

BNZSA facilitates effective sales prospect connections: BNZSA researches and works with prospects, and only introduces them to client reps when it is confident of success.

BNZSA aligns marketing and sales: BNZSA helps to connect client sales and marketing teams to ensure a shared vision of campaign delivery and success.

BNZSA nurtures and provides leads when ready: BNZSA agents inform reps of where a prospect is in the pipeline and advise of the best timing to engage.

Harry Beijersbergen, ICT and Channel Marketing Expert said, “Expensive sales staff must spend as much time cultivating relationships with their prospects and customers. The long road to getting in front of prospects consumes too much valuable time. BNZSA shortens the sales cycle by helping reps to be fully prepared with prospects, where mutual expectations and benefits are clearly understood from day one.”

“For sales reps to be productive, they must be focused,” added Johan Olberdling, leading international Sales and Marketing Consultant. “The BNZSA warm handover ensures that reps’ time is best spent speaking to qualified leads, and not wasting their time on prospecting. It helps them to do their job faster and better – which is to close deals.”

BNZSA in Numbers

BNZSA delivers a 70 percent lead conversion rate via the warm hand-over process
BNZSA agents have hosted more than 10,000 warm handover calls so far this year.
BNZSA maintains a 95 percent client retention rate
BNZSA delivers $1.5 billion in client revenue pipelines annually
BNZSA’s agents make more than 1.5 million calls a year delivering a 96 percent lead acceptance rate.
In 2020, BNZSA generated 49,000 leads for clients

About BNZSA

BNZSA is a leading EMEA marketing agency specialising in tele-based demand generation with a team of more than 250 who are experts in delivering qualified, sales-ready leads. It was established in 2013 and has grown rapidly over eight years. BNZSA is privately-owned, has never relied on third-party funding, and has been profitable since day one. The company is based in Madrid, Spain, and has offices in the UK, France and Morocco. It invests heavily in its agents who are all native language speakers and deliver client campaigns in 16 languages globally. In addition to the uniquely human and personal dimension of the company, BNZSA is a leader in the application of technology to underpin its value proposition. It built its own bespoke CRM platform, and is a pioneer in the use of AI, NLP and ML technologies.

Contact

Clive Savage, Vice President, Communications, BNZSA, clive@bnzsa.com, +44 (0)203 7394982, +44 (0)7951 328740