Relay Case Study

Lead Generation/ Appointment Setting

project3 1
calendar-3 1
industrial 1
location 2
user-4 1
check-mark-3 1
website 2

Lead Gen/ Appointment Setting

20 months

IT Services

Toronto, Ontario

11-50 Employees

Verified on Clutch


Since Purple Sales joined the project, the client’s email campaign clicks have dramatically soared. Thanks to their successful strategy, the company has been able to secure around 8,000 names. The positive results of the project encourage ongoing collaboration.

A Clutch analyst personally interviewed this client, Andrew deGroot, Enterprise Account & International Sales VP at Relay Platform, over the phone. Below is an edited transcript.



Introduce your business and what you do there.

I’m part of the sales team, and I work for a software company that sells solutions to brokers that helps them communicate efficiently with carriers.


What challenge were you trying to address with Purple Sales?

We were a very young startup, with a sales team with just a few representatives. As a result, we were looking for Purple Sales with our lead generation efforts.


What was the scope of their involvement?

We shared our ideal client profile with Purple Sales including positions of people that would be effective clients for us. If I remember correctly, the starting list we gave them includes the top 500 brokers in the US.

Purple Sales have two primary tasks which include identifying potential customers and marketing to them. Their main goal is to provide us with qualified appointments so their work involves email campaigning, following up with customers to find us leads, and more. HubSpot is one of the tools they use. Beyond that, they’ve got some marketing stuff that I’m not familiar with.

What is the team composition?

We have a couple of people working on our project, but we primarily communicate with Doorvesh (Sales & Strategic Partnership Manager) who serves as our project manager. He’s basically taken on every role, and he provides us with weekly updates.

How did you come to work with Purple Sales?

I wasn’t sure how we found them, but I think it was based on a personal relationship.

What is the status of this engagement?

Our ongoing collaboration began in June 2020 and lasted about 2 years.


What evidence can you share that demonstrates the impact of the engagement?

We base their performance on the clicks of our email campaigns, and we’re hovering in the 20%–%30 range. As a result, we have a list with around 8,000 names, so we’ve been able to get the word out. We also measure their success based on the appointments they’ve gotten us; so far, we’ve had a good number of appointments. Overall, Purple Sales have been able to tackle our marketing and lead-related needs. In fact, they’ve gone above and beyond to deliver our requests, which makes them great. 

How did Purple Sales perform from a project management standpoint?

They have an excellent project management process, and they’re always spot on with their weekly updates as well as with our requests. They also give us access to their outputs through a shared drive. Overall, I’m very satisfied with our partnership.

What did you find most impressive about them?

They’ve been extremely willing to work on our ad hoc requests even if they’re outside the scope of our contract. More importantly, they finish it quickly.

Are there any areas they could improve?

I want to have more leads. However, I don’t think there’s a salesperson anywhere that will say they have enough leads.

Do you have any advice for potential customers?

Ensure that you understand your value proposition and the differentiators of your product. Furthermore, have a very clear understanding of your ideal clients.

Project Summary

Purple Sales is spearheading the lead generation efforts of an insurance firm. They identify potential customers and markets to them, with the goal of securing qualified appointments for the company.








Willing to refer 


Do you want more qualified leads?