A few months ago, both IDC and Gartner increased their IT spending forecast for 2013. Our experience in the technology market supports those increases!
For one software security firm, using a combination of emails and teleprospecting, we generated 7 leads within the first two weeks which is 40% more than previous programs. Because of that early success, the client has asked us to do a partner recruiting program for them as well.
A financial services firm that’s been working with us for 8 years gave us a new challenge. They wanted to see if we could generate $460K of pipeline in a new market. We generated $8M which got them very excited. That is 17 times more than they needed.
One hardware firm came to us with many spreadsheets of responders collected from various sources and timeframes. We merged them, removed several competitors and low value targets. The campaign was expected to generate 13 leads but we delivered 46 – that’s 354% of goal. We achieved those results using outbound teleprospecting during a short 6 week timeframe. To quote our client, we were “kicking it”.
We started a partner recruiting program for a new enterprise software client. This program used our private campaigning (special combination of one-to-one email and teleprospecting) tactic. We also used a highly targeted list and concise go-to-market messaging. The program has a goal of 7 qualified partner opportunities. We have already generated 12 partner opportunities which amounts to 171% of goal. What’s truly amazing is the campaign is only ½ completed.
A large enterprise software firm wanted to target 100 top aerospace accounts. All they had was the company name – no contacts, no address, etc. We delivered 1200 contacts (20% over goal) but more importantly, we collected the right additional information to put the accounts into quadrants so marketing spending can be match to revenue potential.