How Mollie Entered the D-A-CH Market with Echobot

Success Story

mollie
  • Website: www.mollie.com
  • Employees: approx. 300
  • Industry/Service: Payment Service Provider/Finance
  • Founding year: 2004
  • Headquarters: Amsterdam (NL)
  • LinkedIn

What Mollie
Achieved with Echobot:

Successfully
entered the D-A-CH market

10-20h
less time spent on sales research

300-500
high-quality b2b leads per month

“We tested many data brokers before, but Echobot clearly stood out in terms of data quantity and quality. We can proceed with our expansion to Germany and Austria because Echobot gives us all the information we needed.”
– Johannes Felber, Strategy & Operations Manager @ Mollie

Extract

Mollie has become well-known in the Benelux countries as THE FinTech Startup for e-commerce. Mollie’s goal? To provide businesses with the online payment solution they were searching for: cloud-based and flexible, without any hassle or long-term binding contracts.

With countries to the West of Germany already conviced by Mollie’s offer, the Dutch Payment Service Provider (PSP) is just starting out in Germany and Austria. While doing so, Mollie is always accompanied by Echobot, providing high-quality B2B leads for the D-A-CH area (Germany, Austria and Switzerland).

Our product Echobot TARGET supports Mollie in finding those very agencies and enterprises, that the Dutch PSP is searching for. It was especially exciting to join Mollie for its market entry in Germany and Austria and to guide them straight to the best business contacts that help Mollie further along in their journey.

How did that work? Let’s dive right in!

The Challenge: Blackbox D-A-CH Region

Thanks to its economic power and premium international reputation, the D-A-CH region has great potential for companies. But how does one succeed in entering these countries?

As always, you need information before starting a new project. But where to start and where to end? Plus: doing research manually often takes too much time and doesn’t provide you with the answers.

Mollie also faced this challenge with their expansion to the D-A-CH market. What they needed was a comprehensive overview of their target audience, market knowledge and relevant target companies including contact details of decision-makers. One thing was very clear: Mollie needed a reliable data broker!

The Solution: Enter German-Speaking Markets Smoothly with Echobot

After intense research in which Mollie compared various providers on data quality, pricing and communication, they concluded they needed a partner that provides high-quality B2B company data and insights into D-A-CH. Furthermore, Mollie was looking for more than a data broker – they wanted good and personalized service as well.

With Echobot, Mollie has found a “data broker” that delivers seamless and dynamic B2B data for the German-speaking markets. We do not only offer Mollie extensive data; customer centricity is what Echobot is all about. Our goal was to understand Mollie’s needs and be a reliable partner right from the beginning – friendly service included. From the start, our cloud software supplied Mollie with relevant information about companies in D-A-CH. The fact that our crawlers also took care of finding the right contacts facilitated Mollie’s market entry even more. In the next step, Mollie wants to enter the Swiss market.

Discover New Partnerships – Finding Agencies with Certificates

Mollie uses Echobot mostly in strategic management in order to obtain a comprehensive market overview. Afterwards, Mollie filters for their target audience – in their case agencies they can partner with. Especially companies with a Magento certificate are interesting for the Dutch PSP, as these agencies can suggest Mollie as a payment solution during an implementation process with their clients.

Initially, Mollie did not aim to find agencies with a Magento certificate. The PSP wanted to use Echobot for new customer acquisition in D-A-CH, but Mollie quickly recognized the broader potential of Echobot.

mollie
  • Website: www.mollie.com
  • Employees: approx. 300
  • Industry/Service: Payment Service Provider/Finance
  • Founding year: 2004
  • Headquarters: Amsterdam (NL)
  • LinkedIn

What Mollie
Achieved with Echobot:

Successfully
entered the D-A-CH market

10-20h
less time spent on sales research

300-500
high-quality b2b leads per month

“We tested many data brokers before, but Echobot clearly stood out in terms of data quantity and quality. We can proceed with our expansion to Germany and Austria because Echobot gives us all the information we needed.”
– Johannes Felber, Strategy & Operations Manager @ Mollie

Query by Keywords

In their query, Mollie is searching for German and Austrian companies with the keyword “Magento certification” on their website. Using Echobot TARGET, Mollie then reaches out to these companies and offers them a partnership. Mollie’s preferred method for outreach is writing individual letters including vouchers, which is also a very GDPR-compliant way to contact companies.

Query by Keywords

In their query, Mollie is searching for German and Austrian companies with the keyword “Magento certification” on their website. Using Echobot TARGET, Mollie then reaches out to these companies and offers them a partnership. Mollie’s preferred method for outreach is writing individual letters including vouchers, which is also a very GDPR-compliant way to contact companies.

Lead Generation at the Touch of a Button – Filter by Companies that Use Competitors

A second area for Mollie is B2B lead generation. They use Echobot to generate 300-500 highly relevant leads per month. These B2B leads serve as the basis for new customer acquisition in D-A-CH. How they generate these leads? For example, they use Echobot TARGET to track down companies that are currently using their competitors.

Query by Tools and Technologies

This is a solid basis for Mollie to start and reach out to companies that rely on Klarna, Billpay or Billsafe. With the help of the interactive map, Mollie has the option to filter for a certain region or, in a further step, by company size. Depending on the sales structure or sales strategy, the PSP can make an ultra targeted selection of companies with competitors in the field.

 

 

The Benefit: Different Queries to Test Data Quality in Advance

Echobot offers Mollie the possibility to filter for their target audience and design queries individually. This ensures the coverage of a variety of use cases, enabling Mollie to recognize if companies are relevant. In comparison to other providers, Mollie can evaluate the data quality in our cloud software before downloading lead lists from Echobot TARGET.

“The data Echobot delivers is extremely diverse and exactly right for the D-A-CH region,” states Johannes Felber, Strategy and Operations Manager at Mollie. Echobot’s cloud software is able to cover a variety of Mollie use cases and the PSP can test as many filters as it wants in order to get the most relevant data, the best leads and contacts. For Mollie, it was very important to be able to hand over 300-500 high-quality leads per month to its sales team and reach out on a decision-maker level.

High-quality data is one thing. But how about customer service? Mollie appreciates the warm atmosphere as well as the accessibility to our customer development teams whenever questions arise – a strong basis for our partnership!

“Our relationship with the Echobot team is great – it’s a give and take! I can always reach out for questions or a quick chat, which is a big plus!”
– Johannes Felber, Strategy & Operations Manager @Mollie

We wish Mollie all the best on their mission to revolutionize online payments and will continue to support them in achieving their goal!

About Mollie

Mollie is one of the leading Payment Service Providers (PSP) in Europe. The company was founded in 2004 in the Netherlands by Adriaan Mol and is headquartered in Amsterdam with additional offices in Belgium, France and Germany in Munich and Kiel.

Today, Mollie employs around 300 people. Around 100,000 customers across Europe process their online payment transactions via the cloud-based Mollie platform. These range from regionally rooted companies such as Durstexpress and L’Osteria to global corporations such as TOMS® and UNICEF.

About Echobot TARGET

Echobot TARGET helps you discover and engage with qualified opportunities that match your ideal customer profile. While prospecting, conventional criteria like industry, company size and region are combined with contextual information like trigger events and company financials.

With Echobot TARGET you will reach the right person at the right company at the right time. The resulting leads are immediately available to upload to your CRM or ERP, including all relevant contact information.

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