Challenge
A product group within a multi-national technology manufacturer needed to improve the number of qualified leads delivered to its field sales team and channel partners. And, they needed to better track and manage all information associated with the lead development and distribution process for improved ROI accountability.

Solution
ResponsePoint researched and acquired a list of target companies in the Mid-Atlantic States. Using outbound telemarketing we contacted and engaged contacts on the list in a qualifying dialog. We made presentations to qualified contacts - identifying opportunities for field sales and channel partners. We collected information on all decision-makers and influencers we engaged and built an accurate, easy to use database containing all relevant data. Immediate opportunities where distributed to the appropriate sales or channel resource and tracked accordingly. The database was delivered to the client for use in future targeted marketing campaigns.

Result
The qualified opportunities delivered to the clients sales force and channel partners produced excellent results – generating an initial $1.6 million in product sales revenue. The remaining database was segmented by potential value and delivered to the client for future direct mail, email and telephone marketing activities. This database development and lead generation project cost the client just $5,000.

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