Web and email security specialist

Project 1 - Smart lead generation

Background

This Sydney-based company was a pioneer in email content filtering, web access control and IT security 10 years ago. It now serves over 800 customers with secure gateway solutions, often sourcing the latest best-of-breed technologies before other Australian providers. One of these is a unique email usage and analysis solution used to underpin planning, budgeting, migration and upgrades, and enables cross charging for email use across different departments.

Challenge

To design and implement a Smart Lead Generation campaign; target tier 1 prospects in NSW; to conduct a pilot-sized campaign over 7 days.

Solution

Using LeadMAX methodology, we:

• Analysed the solution and determined the highest potential verticals and business profiles
• Defined a database that targeted these characteristics
• Modified a US flash presentation of the service for the local market
• Created a compelling script and covering email, detailing common pains and the solution
• Selected and trained  a specific telemarketing partner to do  the calling part of the campaign
• Gained feedback from the telemarketing team daily
• Provided daily lead updates to our client with commentary
• Managed the process so that the telemarketing team could focus on qualifying prospects and the client could focus on following them up.

Results

In 7 days our client gained:

• 14 qualified A leads representing an ROI of 3431%
• 8 more with confirmed need within 12 months
• 169 more that met our client’s requirements

Feedback

“We have run telemarketing campaigns before and wasted hours of valuable sales time following up leads that were never warm. Technoledge’s process produces leads that are genuine, well qualified, fully profiled and who have been accurately informed. This is very refreshing."
Sales Manager,  Web and email security specialist

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