Case Studies

 

CRM Enterprise
Software Provider

Qgenisys helped them generate better leads and more sales

Challenge
An $80 million CRM solution provider needed a better way to generate quality leads at a much lower cost. They also needed to get smarter and more efficient in all demand creation activities.

Solution

Qgenisys was engaged to analyze existing demand creation initiatives and design methodology and process that would meet the client's sales requirements and goals. We implemented a complex program involving database consolidation and analysis, contact gathering, cold call lead generation, e-direct marketing, reporting, lead distribution and tracking and database integration requirements. And we did it all in just 60 days! Our program included:

-Compiling all sources of client prospect and customer knowledge.

-Positively identifying companies with which our client wanted to do business.

-Applying firmographics to develop an ideal customer profile.

-Building a universe of other companies similar our client's existing best customers.

-Acquiring the names of key players in the companies of our client's universe.

-Generating sales ready leads from key players at companies in the client's universe.

-Incubating longer-term opportunities through inexpensive vehicles until sales ready.

Results
The new leads we generated are from companies our client desires as customers – and they all look like the client's ideal customers. Finally, Qgenisys helped this client build a proprietary sales and marketing database that will assure success quarter after quarter.

-All Qgenisys programs establish specific metrics (contact, script, lead rates) for each demand creation activity. In the first two months of the program, the client hit 100% of name acquisition targets, 90% of lead generation targets and 64% of e-direct mail targets (due to the poor data sources).

-With the information learned in the first 2 months of this program, Qgenisys helped this client refine activities and supporting database building programs to reach 100%+ of all targets in the next 2 months.