Client
One of Europe’s largest supply chain technology companies with over 5,000 employees in 15 countries.
Highlights
120 Days Activity
New database (500companies/750 target contacts)
65 Appointments
Generated Nurture pot with over 200 qualified leads
Requirements
Despite being a well-established company with over 30 years of pedigree in their industry, coping with the demanding requirements of growth, the client had a requirement to increase coverage of their sales messaging, primarily to hit the internal profit targets set by the Board, and also to make sense of their internal database that was split across several disparate systems. The ultimate goal was to clean up and modernise the data, along with the essential need of more sales opportunities, specifically within the Retail sector.
Approach
ACE initially centred the focus on improving the client’s data, which along with being in several different formats, was also drastically out of date. The investment of time and research into creating an updated database then allowed the telemarketing team to ensure their activity was focused on having well qualified conversationswith Operations & Supply Chain Directors. Following this datacleansing activity the calling began in earnest, targeting SupplyChain, Operations & Procurement Directors across retailcompanies with more than 100 employees.
Results
Alongside a new database of target companies and decision-makers, containing e-mail addresses and direct dial information, ACE generated sales ready meetings with companies such as Iceland, Tesco, McDonalds, Selfridges and Adidas. There was also a healthy pot of nurture opportunities tying into the client’s sales cycle, ensuring a constant pot of follow up leads to support future activity.Following the successful pilot and investment of time into ensuring good data, the client are now entering their 14th campaign ofactivity with ACE, and we remain an integral part of their sales andmarketing process.
Outcome
“Once we began engagement with ACE, they put the hard groundwork in to clean and update our database, which in turn rewarded us with a high number of excellent, well-qualified meetings. We now use ACE as an ongoing resource for our lead generation and see them as an integral part of our sales and marketing activity.”
Managing Director