High Level Appointment Setting

B2B appointment setting for technology vendors and their partner communities

About Information Builders
www.ibi.com
HQ— New York, USA
Deliver superior customer service and market-leading innovation in the software arena
Goals
  • To quickly increase the sales pipeline for the sales team
  • To target the UK and Ireland’s top 2000 companies 
  • To ultimately increase the customer base with new sales orders
Approach
  • Identified a target list of 2,000 enterprise companies 
  • Ran specific campaigns to establish needs in specific software products areas
Result
  • Meetings arranged with senior decision-makers and key influencers 
  • Sales pipeline increased by 15% in a year
  • Long-term relationships developed 

A Global leader in enterprise business intelligence requires an external agency to increase their sales pipeline:

Information Builders use ProspectAware’s appointment setting service to meet C-Level executives in the top 2000 companies in IBI (Information Builders) is one the largest independent, privately held companies in the software industry. They deliver state-of-the-art technology that is transforming business in all commercial industries, government, and education. IBI operates in more than 60 global locations and has built an active customer base of tens of thousands of major installations at the world's leading organisations.

Getting started 

IBI needed the ability to get scale from their internal sales operation, quickly, instead of going down the formal training route. They needed to outsource their requirement to a skilled organisation with experience in the sales and technology arenas.

It was vital to combine business technology, and take the business values and messages to a relatively senior level (‘C’ level or heads of departments).

“ProspectAware was recommended to us and we did some market analysis and then finally chose them from three agencies.”

Peter Walker –Managing Director, IBI UK

Challenges

With a rapidly expanding sales team, IBI needed good coverage to develop face-to-face meetings across the UK and Ireland. They were targeting the top 2,000 enterprises in the UK, across all verticals, although their core verticals are Finan-cial Services, Retail, Telcos, Utilities and Manufacturing.

Approach

The campaigns started in August 2012, which is generally not the ideal time as the mar-kets are closed, but still a good volume of appointments was achieved, split evenly across the sales team. There has since been a good steady stream of high quality, face-to face meetings, and the campaign is still ongoing.

A targeted, segmented approach was taken, internally and with the combined resources of ProspectAware. The integrated approach created a powerful contact database. The specifications of the campaign, as well as the messaging and the approach, are being continually fine-tuned. The principal product areas have been: Intelligence and Analytics, and Data Management and Governance.

ProspectAware have been very proactive in their approach. They picked up the messaging quickly and integrated well with the IBI team members.

IBI hold a bi-weekly update call with ProspectAware and receive a detailed monthly re-port. Each appointment made for IBI comes with a full review of all discussions, accompa-nied by a comprehensive

Results

IBI have had a significant increase in their sales pipeline, up 15% within a year. There is a fairly long sales cycle, with relatively high order values, usually over £250,000. The com-munications and processes are all excellent. ProspectAware integrated seamlessly with IBI, rather than IBI having to adapt to ProspectAware’s processes, due to their excellent communications and customer service.

“I would have no hesitation in recommending ProspectAware as they have consistently delivered on expectations.”

Peter Walker - Managing Director, IBI UK

Moving Forward

It will be a long-standing relationship and there is no end date for this campaign. IBI regu-larly update the messaging, trying to be more relevant to more people. There are always changes and innovations in technology so there is a constant requirement to have re-newed conversations with the target market.

« Back to clients

About ProspectAware

ProspectAware Limited is head quartered in the City of London and specialises in delivering high level appointment setting, lead generation, telesales and marketing services to leading technology companies and their channel partners.

Our services can be used as a complete outsourced lead generation capability, or as an extension to an internal team. With an end goal of increasing our clients’ new business revenue streams, our primary focus is high level appointment setting and positioning them in front of key individuals within their prospective markets.

With over 15 years’ collective experience and direct knowledge of over 400 technology companies and the challenges that they face, ProspectAware’s services and methodologies have been designed in a way to add maximum value to our clients’ marketing and sales strategies.

The experience we have gathered has allowed us to develop a unique proposition within the area of technology marketing. By realising the need to combine a number of proven techniques to influence all points of access to our clients’ target audience, ProspectAware is actively engaged in developing the relationships between our clients and their prospective markets, improving the quality of new business sales opportunities and increasing the sales pipeline.

For more information, please feel free to visit the ProspectAware website or call our London office to speak with a marketing expert.
www.prospectaware.com
+ 44 845 299 7939

Prospect Aware adopt a Top Down calling methodology

ProspectAware-Case-Study-Aditi-Technologies-2

Sample of job titles ProspectAware have arranged meetings with

ProspectAware-Case-Study-Informtion Builders - List

 

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