Case Study:

Facing declining revenue from a historically significant channel business, the world’s second largest computer manufacturer sought significant new enterprise revenues without hiring expensive direct outside sales reps. As a result of eective Lead Management practices, more than 6,000 qualified leads provided $15M in incremental sales for an ROI of 1,250%.

Challenge

• Declining channel revenue from enterprise segments.

Solution

• Developed a program which targets end users directly, but includes channel partners in fulfillment.
• Designed and implemented a closed loop lead generation system to generate, execute, qualify and measure results.
• Rationalized a segmentation strategy and leveraged an existing prospect contact database.
• Created a compelling offer, campaign messaging, and launched the e-marketing campaign.
• Implemented an end-to-end lead qualification and fulfillment process leveraging internal resources.
• Automated a daily results dashboard to show results of each lead and opportunity stage and conversion.

Results

• Over 6,000 qualified leads
• $15M in incremental sales within the first 2 quarters with an ROI of 1,250% and $60M of incremental pipeline.
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