Software client Case Study
Recruiting for a software client in a niche market
Our client
Our client is a prominent player in software for the publishing industry with tens of thousands of clients across the globe.
The Challenge
Our client had been trying for six months using their internal talent team to recruit a Head of SaaS Sales. However, the process was unsuccessful having interviewed circa. 20 candidates. What made this more frustrating is that our client needed this role filled to assist them with achieving their business goals of growing the organisation international. A Head of Sales would facilitate this growth
There were two main obstacles for First Point Group. Firstly, to convince a frustrated, demotivated somewhat sceptical client that using a recruitment agency could benefit them. Secondly, to successfully recruit a candidate in rapid time as the client has already spent six months trying to recruit.
The Solution
Every recruitment agency (and internal talent teams) use LinkedIn Recruiter, so whilst the successful candidate was found via LinkedIn, before candidate searches commenced, the team at First Point Group familiarised themselves with the value that SaaS adds to the publishing industry. Undertaking this educational activity ensured that candidates could be scrutinised not only on their experiences and soft skills but also on how to utilise their technical SaaS knowledge to the publishing industry. Candidates didn’t necessarily have to be from publishing to be successful for this role.
Our team shortlisted three candidates after one week, and such was the success that the client’s CEO comment that they would have hired two of them if we had the budget.
How has their business impacted?
The candidate has only been in the role for several weeks. However, their initial presence has been felt and they are beginning to create a strategy that will ensure our client will expand in their international target markets, and meet their business goals for financial year 2024/2025.
What would have happened if their challenges weren’t fixed?
If the client never used First Point Group, it’s very likely that they either would still be looking for a Head of Sales or would have chosen a different hire. Either option would have resulted in the client having to revise their international business growth goals. Thankfully, the successful candidate has settled in well, has the backing of the Board of Directors, and is on track to being very successful.