Case study: EMEA lead pre-qualification Campaign
Telemarketing Agency Logicall Results has completed a successful lead pre-qualification campaign for global leader in Enterprise Security
The company provides internet security appliances and software solutions that proactively protect businesses against email and web threats like viruses, spam, malware and network intrusion, as well as regulations/ compliance risks.
The company had made several acquisitions across EMEA in Q2 2007 and had inherited a database of over 4000 inbounds ‘leads’ of unknown quality. They had also recently implemented Salesforce globally and needed to categorise all new leads according to the rigorously constructed definitions.
The company had been in discussions with Logicall Results previously and been impressed. When this pan-European campaign came up, The EMEA Marketing Director contacted us as experts in this field.
The service Logicall Results provided was lead pre-qualification across all of Europe and the Middle East. The core languages used were Arabic, French, Dutch, German, Italian, Spanish, Danish, Russian, Turkish, Polish, Hebrew with others sourced as and when needed (e.g. Czech).
The company needed this set up quickly and Logicall Results needed to determine the best way to get large quantities of data in and out of Salesforce seamlessly. Given Logicall Results’ experience, they were able to advise and have the campaign in place within a week.
Logicall also needed to develop a robust qualification script to sift all types of leads from each other, and to translate this script into all of the languages they have. This set up was done by the project manager for the campaign who was also involved in the rest of the campaign.
The company were hoping to achieve 15% leads and during the last 18 months they have consistently delivered leads in excess of 20% - sometimes as high as 40% depending on the source of the data.
Logicall have always continued to refine and since the projects inception, have increased the level of pre-qualification to the extent that they have taken a considerable amount of the leg work away from the company’s internal resource for very little extra cost, demonstrating excellent ROI for the organisation.
Although the pre-qualification project is the underpinning of the company’s marketing activity which Logicall Results does every week, they have been so impressed with Logicall’s ability to translate their business needs into an actionable plan quickly and efficiently, they now use Logicall Results to drive attendees to events across Europe, generate webinar participants and to book qualified sales meetings for their account managers and partners throughout EMEA on a project basis.
Outsourced Telemarketing
There is a growing trend for companies to move away from in-house telemarketing solutions and employ a specialist agency to execute their telemarketing campaigns. As with this company, the main drivers behind the trend are the unpredictable high costs of running an inbound solution; technology, premises, staffing and training all adding to the overheads.
Telemarketing agencies, such as Logicall Results can provide cost savings to many companies. They already have in place the hardware, manpower, and expertise, as well as the economies of scale that allow them to operate at a much lower cost than companies who set up their own in-house operations. According to the Gartner, an inside sales person costs are around 35% higher than that of an outsourced sales representative.
Other benefits of using an outsourced telemarketing agency such as Logicall Results include:
- Project management
- Advanced systems and technology
- Detailed campaign Reporting
- Professional telemarketing staff
- Qualified leads
About Logicall Results
Logicall Results is the UK’s leading EMEA demand generation agency, generating and qualifying results on behalf of an impressive list of clients ranging from small start ups through to global
PLC’s.
Logicall Results specialise in helping technology companies with pre-qualification of leads, lead nurturing and closed loop lead management; all done in native European languages and directly into salesforce.com or your chosen CRM System.
Through using our services we:
- Ensure leads are followed up within hours of coming in from whitepaper downloads, exhibitions, webinars Improve the marketing return on leads generated through rigorous follow up
- Increase the local team’s motivation to follow up leads as they are pre-qualified
- Remove the leads that are time wasters or require marketing nurturing so the sales teams time is used more effectively
- Deliver a consistent lead qualification, distribution and nurturing program across EMEA (including Middle East).
Our clients amongst others include McAfee, Symantec and Siemens.
For more information visit http://www.logicall.co.uk
Or contact us via phone: 0118 922 4400 or email: info@logicall.co.uk
