Email security specialist

Project 1 - Optimised lead generation

See also

Managed Services Provider

Background

This US based company provided the email security solution for our Managed Services client. The company had recently opened its Australian office and sought to build its channel quickly by targeting leading IT resellers and helping them gain early wins.

Based on the success of the Managed Services Optimised Lead Generation Campaign, the company asked us to run campaigns for its new resellers.

Challenge

To design and run concurrent Optimised Lead Generation campaigns for several resellers that would generate leads quickly, and ensure no overlap or conflict between resellers.

Solution

We:

• Chose the same telemarketing company as before to carry out the calling part of the campaign
• Devised scripts, offers and covering emails that were unique to each reseller
• Cut databases that targeted unique geographical regions and verticals for each reseller
• De-duplicated each list with all other lists so no 2 reseller campaigns would overlap
• Conducted the first campaign as a trial.
• Gained feedback from the telemarketing company daily and revised scripts and tools  to maximise results based on feedback and results
• Provided daily prospect lists and mid and end project reports with recommendations
• Optimised the process so that the telemarketing team could focus on qualifying prospects and the client could focus on following them up.

Results

In 3 weeks we had called 256 unique contacts on behalf of our clients and one reseller:

• 12 contacts were in discussion with our client/its reseller in relation to an online demonstration or trial of the new email security service
• 50 contacts had been interviewed and profiled (decision maker, number of email accounts, current solution and length of contract) and were expecting a follow up call from our client/its reseller
• 136 other organisations which met the selection criteria, had been profiled to some extent, contact details obtained and were available for further contact.

Feedback

“Based on the work you’ve done for us, the sales guys highly recommended Technoledge, which as you know, is very unusual.”

Marketing Manager, Email Security Specialist

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