- Region : PAN INDIA
- Target Prospect : CIO, CTO, COO, VP-IT, VP-Operations, Head-IT, Head-Call Center/Contact center/Customer Experience, HeadWFM, Global Head-Technology with annual IT budget of US$ 50k
- Timeframe : 0-3 Months
- Challenge : To identify specific companies who are considering upgrading their Unified IP platforms that would give insights into the complete customer experience and help streamline business decision making process using realtime data
- Solution : Deliver a lead generation telemarketing campaign
- Highlights : Profiled 1596 records & generated 328 BANT qualified leads during the 3 months campaign logging almost INR 2 Croresworth of opportunities
- Ultimate Results : A continuous pipeline of qualified sales opportunities.
Increased knowledge of who the most viable prospects are in the market.
Focus on the right decision makers in each of the targeted organizations.
Improved sales team effectiveness and more targeted selling time.
More predictable revenue growth.
Criteria-focused sales leads provided to a leading enterprise contact center software company
- Help a world’s leading contact center, self-service and workforce solutions company market Enterprise Contact Center Solutions and help in augmenting product awareness and sales enablement.
- Target: Head – CIO, CTO, COO, VP-IT, VP-Operations, Head-IT, Head- Call Center/Contact center/Customer Experience, Head-WFM, Global Head-Technology – across BFSI, Healthcare, E-commerce, Manufacturing, and IT/ITES
- Lead Generation
- Building database of target audience for marketing campaign and lead generation from the same.
- Deep Profiling basis the criteria and telecalling activity of target database, understanding customer requirements in detail using probing questions.
- Handover leads to client's IS team on a daily/weekly basis and taking weekly feedback on leads assigned.
- Analysis of lead feedback received from the client's IS team, including tracing the number of leads closed, accepted, pending for validation and rejected leads.
- Re-view call with client and the IS team on a weekly basis.
- Mapping number of closed leads with number of leads accepted by client sales team to calculate the ROI for review and analysis of marketing campaign.
- Providing client with weekly, monthly reports of leads delivered to enable analysis of marketing campaign effectiveness, sales team performance and strategy planning
- Profiled 1,596 companies across target industries and generated a total of 328 leads and assigned to the client’s sales team. 158 leads accepted by sales resulted in the client closing sales deals worth US$ 29851
- The results received from the campaign enabled the client to strengthen and widen the portfolio of product offerings to its clients and have a more streamlined approach.
- The client discovered the main decision makers in each specific company it was looking for and increased the client’s brand/new product awareness within the market.
- From the information collected, the client discovered prospects’ budgets, and their timeframes. In addition, it provided the client with a stronger knowledge of competitors and need for business intelligence solutions in the market and the issues prospects were experiencing with competitors’ products.