TITAN’S DIGITAL ENGINE

From its Galway base, TitanHQ has developed its customer base to over 12,000 customers including 2,750 Managed Service Providers across 150 countries, largely through online B2B marketing. The company generates c.3,000 inbound leads a month that are followed up by an inside sales team of 20 people.

CEO Ronan Kavanagh explains: “At the top of the funnel you have lower intent leads requesting information. We’ll follow up with other bits and pieces and eventually some leads will move down the funnel to a point where they become interested in trying the product. At that point our sales people come in and walk the prospects through a demo.

“Many firms set out to develop our type of digital engine after they've pursued traditional sales channels. We are currently exploring channels other than digital, and account management is one of them. There's a much lower appetite for executives to have people visit them in their office, and that was evident before Covid. I think that people are much happier to do Zoom or Teams calls now, and you can drive business that way.”