Auxility is an outsourcing software development agency that specializes in making cross-platform mobile applications.
In the past, they created products for companies like Sberbank, McKinsey & Company, and Freedom Finance, now focusing on building tailored mobile applications for customers worldwide.
For this project, we worked closely with Artem Sisetskyi — CTO and leader of the mobile development team of Auxility.
One of the most common problems in the software development market while working with CIS-based clients (Russia, Ukraine, Belarus, etc.) are complex contract term sheets and payment schedules. These contracts terms sometimes required agencies to wait 1-2 months before project approval and receiving payment.
At one point, Auxility couldn't suffer the ongoing payment delays from one of its biggest customers. In the summer of 2019, Auxility was forced to downscale from 23 office employees to fully remote with just 7 core team members.
Tired of all the bureaucracy related to domestic market sales, Auxility wanted to try a completely new sales channel — something faster, more agile, and with access to international clients. They wanted to open a new chapter in their history.
This is the exact reason why Auxility turned to Scalifier for help.
Get on Upwork and make it a primary sales channel.
There were many available tactics in our arsenal. We have chosen a proven method that worked with other businesses that were just getting started on Upwork. Among the tactics are:
Artem had volunteered to be the main hero in our Upwork success story, and we focused on developing his profile.
It is important to note that Auxility didn't have prior experience with Upwork and all their profiles were initially empty.
When beginning on Upwork, it is critical not to spread your efforts across multiple profiles or specializations. Instead, it is much more helpful to take a single account and drive all the energy into developing it.
Scalifier approached the strategy like we always do: in a data-driven way.
First, we broke down the technology stack that Auxility worked with.
We analyzed 5 years of market data to see which technologies were trending the most on Upwork.
After a complete analysis, we saw a growing demand for Flutter and cross-platform apps and relatively low competition on the $40-$60 hourly rates.
We ultimately decided to specialize Artem as a "Flutter mobile app development expert," which lead to high conversion rates for the relevant Upwork projects.
3. Profile Optimization
Using the data from the analysis, we identified corollary trending keywords within these niches. Then, we used them to package a convertible profile.
With the support of our design and copywriting team, we wrote convertible profile descriptions, carefully picked the profile skills, and packaged a good-looking portfolio.
At the later stages, we helped Auxility record a video introduction for Artem's profile that helped convert leads from organic search.
Finally, we prepared a set of convertible proposal templates and started outreach.
Having the profile ready, Scalifier began active OppGen™ with 4 full iterations lasting for only 4 months combined.
While sending proposals to the relevant Upwork job posts, we A/B tested different tactics. We focused only on the most convertible ones.
Example of the cover letter that resulted in a closed deal:
We reached an unprecedented 20+% reply rate for the Auxility Flutter development offer and kept improving.
At month 4, Auxility decided to pause active lead generation as they had a sufficient flow of new leads from Upwork.
5. BYOC Program
To get a warm start for the profile, we recommended Auxility to get a couple of existing clients to the platform at 0% additional cost.
The Bring Your Own Client program on Upwork enabled Auxility to prove their ability to deliver and provided them with initial profile feedbacks.
It took about 2 weeks to get the profile ranking on the top-3 positions in the list of proposals for relevant jobs.
6. Feedback Management
Working on feedback and reputation is a crucial aspect towards success on Upwork.
Our team helped Auxility and their clients to compose honest and thoughtful feedback about their work that outlined their exceptional ability.
Not all Upwork clients understand how the feedback feature works, so our team walked some of Auxility's most critical clients through the process. To ensure Auxility's Upwork profiles are in top shape, we followed up with the clients about their feedback after the projects were completed.
We provided their clients with guidance and asked the right questions to emphasize the outcomes they received while working together.
As the quality of service Auxility provided was truly remarkable, we didn't have to worry about clients leaving negative reviews :)
After 3 months of active OppGen™ and Auxility's exceptional project delivery, Artem's profile was featured in Top-27 Flutter Freelancers for Hire in July 2020. In addition, it was shortlisted and displayed on one of Upwork's static landing pages.
Being ranked #1 among applicants at most relevant jobs, Auxility's brand was maximum exposure.
Being featured on the Upwork landing page also led to a dramatic increase in the number of inbound invitations, reaching 15 per day at times.
As a result of our collaboration, Auxility connected through Upwork with customers like Volterra.io, General Electrics, Catalyst Inc.
They have reached a stable $10,000 MRR that satisfied their initial goals.
Thanks to our hyper-targeted customer profile, Auxility averaged $40,000 CLV for their engagements.
Some of the clients acquired during our campaign bear fruits until the present day.
In just 4 months of diligent work, we piped 6 deals with $60,000+ marks.
Over $250,000 was generated through Upwork from the $5,000 total invested.
Auxility has created an outstanding track record at the world’s biggest work marketplace that strengthened their brand.
Their Upwork had become a permanent asset.
Here is what Dmytro says about working with us
Building an Upwork profile from scratch takes a lot of effort. Auxility case is an excellent example of how to put the efforts in the right place.
When the goal is to make Upwork a primary sales channel, it is vital to prioritize the following:
Focus — make sure you concentrate your energy on a single profile.
Specialization — being an "all-around athlete" doesn't work on Upwork. Choose your niche and become an expert in it.
Optimization — tailor your profile to your targeted niche.
Outbound lead generation — start reaching out to Upwork prospects with custom proposals.
Bring Your Own Client program is an excellent way to jump-start your Upwork presence.
Pay close attention to your Upwork reputation and client reviews. Make it your primary focus to receive the client's feedback after you completed the project.
After some time and several completed projects with good reviews, your profile may get featured in the Top-freelancers section of Upwork. You'll start receiving many inbound invitations right away, so make sure to seize this opportunity.