High Level Appointment Setting

B2B appointment setting for technology vendors and their partner communities

About Riverbed

www.riverbed.com
HQ - California, USA
$700m+ annual turnover
Global leader with 52% market share within WAN optimisation

Goals and Objectives
  • Execute calling projects in UK & Ireland, Nordics, Benelux and South Africa
  • Appointment setting from IT management to CIO
  • Build sales pipeline for new starters
  • Boost sales pipeline for new products
Solution
  • Manage relationships between Riverbed / distributor and channel partners
  • Manage multi-territory sales and marketing departments
  • Identify a list of relevant companies and build a bespoke database of contacts
  • Execute top-down cold calling campaigns
  • Fully integrate into sales methodology
  • Work as a true extension of Riverbed Technology’s sales and marketing functions
Result
  • ROI US $80 for every US $1 spent
  • Many meetings arranged with decision-makers or key influencers
  • Sales pipeline increased for all territories

Global IT Performance Platform provider requires sales pipeline development: Riverbed use ProspectAware for executive level appointment setting to penetrate larger accounts and develop business opportunities for new starters and new products lines.

Riverbed® provides the only comprehensive WAN optimizsation solutions to a host of problems that prevent enterprises from sharing applications and data across wide-area networks, globally.

With ProspectAware’s help, Riverbed’s field sales team were able to utilise strategic appointments and have successful face-to-face meeting with the right people. As a result, they have reduced the length of a sales cycle and built healthy, long-term relationships within the prospective accounts.

Getting started

An initial campaign was focused on calling into Sweden as well as the UK retail market, to reach high-level executives in companies with whom Riverbed® had no previous relationship. ProspectAware was representing Riverbed’s Steelhead appliances and successfully completed the project one week prior to the expected finish date.

A big challenge for Riverbed was penetrating into their global 2000 accounts. ProspectAware has been able to arrange appointments with high-level individuals within these top 2000 accounts, across Europe.

“ProspectAware are excellent at opening doors and identifying key points that will add value to customers. Their ability to provide the correct level of detail in the preparation reports is brilliant. I would recommend them to anyone who requires a specialist to open the doors for your business and set up key appointments at the executive levels.”

Territory Sales Manager, Riverbed Technology

Building bridges 

Riverbed® has a very large global sales team, whereas ProspectAware’s focus has primarily been across the UK, Ireland and Northern Europe. Effective communication between the marketing team and the field sales executives was an area in which ProspectAware excelled themselves. Involving the relevant sales executive throughout the lead generation and appointment-setting process has given the sales executives confidence in the meetings which ProspectAware is continuing to deliver for them.

"We selected ProspectAware following a very successful pilot and have consistently been delighted by the quality of the results that they have achieved for us. Their service has been incorporated as a key element of our sales and marketing programme at Riverbed in the UK. Their team is intelligent, responsive and a pleasure to do business with. ProspectAware has had a dramatic impact on our sales pipeline overall".

Paul Coates - Regional Vice President (for UK, Ireland and Southern Africa, Riverbed Technology)

Moving forward

Riverbed Technology has several products and offerings which are all considered to be innovative within their own fields. ProspectAware has started to execute campaigns which focus on these products across several geographic areas and will continue to build the relationship with the sales and marketing team at Riverbed.

“This was a cracking meeting - thank you for setting it up. We are going to evaluate immediately and solve immediate problems. Well done.”

Tom Kyne - Regional Sales Manager, Riverbed Technology

« 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

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