Pure Bookkeeping is a platform built by bookkeepers, for bookkeepers. They offer a system for organizing and streamlining bookkeeping processes while also working with clients to attract new business and keep top talent. Their customers see an average increase in revenue of 76% while saving roughly 30 days worth of work hours per year through Pure Bookkeeping’s automation.
Challenge–A need for efficient prospecting
In the mid-2010s, Pure Bookkeeping thrived by hosting in-person seminars. They attracted prospects through traditional marketing tactics and then the product would sufficiently sell itself. They shifted to evergreen, on-demand webinars as the world became more remote which created a new set of challenges. They had zero outbound efforts which meant that if someone didn’t purchase the platform of their own accord, they were lost as prospects.
The benefit of their webinar sign-up forms is that they were collecting contact data including phone numbers for attendees. They just needed a way to act upon that data. They began using an Orum competitor for outbound dialing but rising cost and lack of integration led to them seeking another solution. Enter Orum.
Decision criteria–Ease of use, integration, and cost
Michael Palmer, CEO of Pure Bookkeeping North America, shared that the rep making their outbound dialing isn’t “tech savvy” which meant they needed a platform that was easy to use. It also needed to integrate seamlessly with Hubspot so they could properly track and attribute where new customers were coming from.
These two factors were proving to be a constant challenge with their previous vendor. Michael and his sales rep found themselves on the phone constantly with customer support when processes weren’t working properly. Additionally, reporting needed to be tracked across multiple platforms, creating a headache for all involved.
When it was time to seek another solution, Michael remembered previous research into Orum and decided to look it up once more. What he discovered was a platform that fit their needs and was easily accessible.
Solution–A better overall experience with Orum
Michael pointed out that his trial experience was exceedingly positive. He really appreciated the instant connection with Orum’s sales rep: “The day I started exploring Orum, our sales rep connected with us and got on the phone. Then, within a few clicks, we were fully integrated with our Hubspot instance. It was just so easy.”
The ease of use extended beyond just set up and transferring into the dialing process. “When we were using the previous platform, I needed to help my salesperson every step of the way when they were getting set up. With Orum, they went in and started dialing instantly. There was no troubleshooting necessary. They love it.”
The sales rep also noted that they loved how in control they feel while in the Orum platform. They love being able to easily access notes about the prospect, pick up lists right where they previously left off, and have the option to choose their dialing number.
The prospects that Pure Bookkeeping are reaching out to have previously attended or signed up for one of their webinars. This means the prospect knows who they are and what they do. “We get anywhere from 100-200 people attending our free webinars. These are people we know are interested in our product. What was holding us back was the ability to reach them. Orum dramatically improved our connect rate and at half the cost of the competitor.”
Orum empowered Pure Bookkeeping not only to strike while the iron was hot but also to better evaluate how well they’re executing their business plan. Michael mentioned the ease of use not just for Orum’s dialing but the analytics as well. “I can instantly see how many dials we’re making, how many people we’re connecting with, and the meetings we’re setting. Not to mention the metrics about when people call us back after missing our outreach. That is huge for us to see.”
Results–More meetings & more consistency
When looking at the data points in real-time, Michael noticed that they are now booking a meeting roughly every half hour thanks to Orum. “Because of the nature of how we create prospects, we’re able to close a lot of new clients when we can meet with them. Orum connects us with more people, more often, and has directly impacted our bottom line in the best way possible.”
The entire Pure Bookkeeping team is loving the Orum experience. “I love that we rarely need to connect with customer support, which is something that was happening constantly on our previous vendor. Reps love that they have more control over who they’re calling, and how.”
