Extended Presence achieves stellar results for leading provider of database software (after other vendors had failed)

Transcription

1 Extended Presence achieves stellar results for leading provider of database software (after other vendors had failed)

2 Business Issue In late 2012, Extended Presence was approached to support a complicated software products and services upsell project throughout the U.S. and Canada for the world s leading provider of database software. The major technology distributor responsible for rolling out the lead generation program on the OEM s behalf had been utilizing two other vendors. Unfortunately, after several months, neither vendor had much luck penetrating into target installed accounts to upsell the new software products. It was time for the distributor to change vendors if the program was going to have any chance of success. Based on the other vendors dismal results, the distributor contacted Extended Presence hoping to turn things around for their high profile OEM program. The Solution After getting the call from the distributor about their failing OEM program, Extended Presence maneuvered their customized approach quickly. The first step was to develop customized messaging around the three complex software offerings. The messaging contained multiple conversation paths. Extended Presence then conducted the necessary training to support the multiple messages and conversation paths to prepare before the outreach would begin. The next step was to develop a customized contact database for the target installed accounts in the U.S. and Canada. Extended Presence knows that even with strong messaging, the success of the campaign relies on identifying the correct strategic decision makers that are often hidden within a complex IT environment. This contact identification process is one of the areas where Extended Presence excels. 1

3 Armed with effective messaging and a well-developed and researched contact list, Extended Presence deployed a welltrained and highly qualified calling team that had, on average, 15 years of direct and inside sales experience. Client Value Delivered Utilizing multiple internal processes, tools, creative thinking and a talented sales team, Extended Presence quickly generated the types of results the distributor s other vendors had failed to do over several months. Within the first three months, Extended Presence secured over 60 appointments. By eight months, Extended Presence had completed over 180 appointments with target installed accounts throughout the U.S. and in Canada. An impressive 85% of these leads progressed to secondary appointments. This campaign supported over 25 of the OEM s top business partners, each with its own unique territories throughout the U.S. and Canada. The distributor was pleased with the quantity and quality of the appointments set with the OEM s target accounts, comprised of a combination of mid-tier and Fortune 1000 companies. In describing the results of the Extended Presence campaign, many of the partners told the distributor, this was the best lead generation campaign we have ever participated in and they appreciated the speed to which they were receiving leads. It is safe to say the distributor, OEM and the partners were all pleased with the distributor s decision to move the upsell campaign to Extended Presence. The results Extended Presence achieved when others had failed will be worth millions in netnew sales revenue for the new software products and services this year and into

4 About Extended Presence Extended Presence is a B2B appointment setting and sales lead generation company that specializes in creating new business prospect opportunities for clients. Since 2002, we have conducted over 1000 successful sales and marketing campaigns and our experienced sales staff have created millions of dollars in net-new sales pipeline opportunity for clients. If you want to break into green field accounts or to knock out competitors, our proven lead generation solutions deliver strong ROI. Looking to acquire new customers, nurture existing lead or grow your pipeline? Visit to learn more.

5 Corporate Headquarters Extended Presence 3570 East 12th Avenue Suite 200 Denver, Colorado Toll Free: Main: Fax: