High Level Appointment Setting

B2B appointment setting for technology vendors and their partner communities

About Teneo

www.teneo.com
UK (HQ), Australia, US, Czech Republic andFrance
Teneo is an infrastructure optimisation and security specialist

Goals and Objectives
  • To generate high-level prospect appointments for the Teneo sales team, allowing Teneo’s Account Managers to focus on existing customers

  • To increase Teneo’s customer base and ultimately company turnover

Solution
  • To convert ten prospects per campaign into qualified leads and appointments

  • To focus primarily on Teneo’s network storage solutions

Result
  •  Ten qualified appointments arranged per month with senior decision-makers and key stakeholders

  •  Sales have increased with an impressive ROI of 35%

The challenge:

Teneo has an internal telemarketing team who have historically account managed existing customers, as well as sourcing new business. Two years ago, they found themselves in a challenging yet enviable position, where the growing number of existing customers was stretching their resources. They needed some assistance to boost the sales pipeline and target more prospects for networks-based solutions, so they decided to split the business into account-managed customers and prospects/business development.

Background

Teneo is a specialist integrator of next-generation technology, offering global organisations the strongest mix of optimisation solutions for networks, security, storage and applications. They design their solutions by understanding through consultancy and delivering through managed services.

Teneo are catalysts, speeding up change and accelerating growth. They are specialists who bring expert technical knowledge and solid commercial understanding. This helps their customers to think differently, opening their minds to new possibilities. The Teneo team is made up of over 80 staff across three continents servicing 1500+ customers worldwide, ranging from SMEs to the Global 2000.

The Brief

Teneo approached ProspectAware with the objective of attaining qualified leads and prospect appointments for the Teneo new sales team. Teneo took a holistic approach with ProspectAware, spending several hours discussing the telemarketing brief in detail. They defined Teneo’s USPs - their comprehensive storage solution - and discussed on how best to angle questions, to effectively position Teneo prior to the meetings.

Teneo made sure that their internal sales team was not duplicating ProspectAware’s effort, but they also needed to build up their own sales pipeline to boost leads. Teneo’s business strategy is principally solution-led but they still have targets to meet with their vendor partners which are measured by specific products lines. Teneo have the highest levels of accreditation with most of their partners and it is important to maintain these.

“ProspectAware are doing a great job, making very intelligent use of the leads. They are excellent communicators and give proactive feedback, so there is very little touch point required. There is good collaboration and camaraderie between ProspectAware and the Teneo sales team, with both sides fully bought in to the telemarketing effort.”

Lauren Fortune - Marketing Director, Teneo

The Solution

The campaigns were executed in manageable chunks, usually ten appointments at a time, and the new business team at Teneo are hungry for the leads.
Teneo gives ProspectAware the company names they want to reach, then ProspectAware use their own database to reach these prospective customers, which has been organically grown over time. It is a sophisticated CRM system and, with ProspectAware sourcing and contacting their own customers, Teneo does not have the worry of data protection issues.

Excellent Results

ProspectAware have now been involved with Teneo on four telemarketing campaigns. They provide the sales team with a detailed meeting report prior to any meeting and they also give Teneo comprehensive, weekly up- dates on the status of all the leads. They are also very good at reschedul- ing immediately if an appointment is cancelled, and are diligent and proactive in replacing leads, if necessary. They also take the time to find out what happened after the appointment has taken place.

Teneo initially invested about £15K and the gross profit directly from ProspectAware’s sales leads after the meetings is £42K, meaning an incredible 35% return on investment and five new customers!

Post-campaign, many of these new customers have gone on to spend more with Teneo, investing in diverse products and solutions.

Teneo’s needs were definitely met, thanks to ProspectAware’s tenacious approach. Their interpretation of the brief was excellent; they just see the bigger picture and absorb it quickly. They just ‘get’ how business requirements differ and understand how the industry has changed in recent years.

Success story

The success of Palo Alto Network’s telemarketing campaign has been measured in two ways: firstly, by identifying appropriate opportunities, which lead to new prospective clients in the pipeline and ultimately new sales and, secondly, by the fact that Palo Alto Networks have had minimal intervention. Despite the fact that ProspectAware has had to deal with reallocated teams, systems engineer changes and calendar challenges, they never had any issues; they were a pleasure to work with and their customer service was faultless. They just got on with the job in hand, kept their heads down and achieved fantastic results.

“It is always refreshing to work with client whose Marketing and Sales teams have the same bigger objective: to make more money!
The team at Teneo really bought into our service from the start and gave us all the guidance and assistance we needed to hit the ground running. The setup, delivery and feedback loop we have created went smoothly resulting in a successful pilot campaign over two years ago and created the basis of the current relationship between both companies have."

Amar Bhatia - Managing Director - ProspectAware

Future plans?

Teneo will continue to use ProspectAware on a practical level, as they have an excellent ability to position them with major accounts. Teneo’s sweet spot is FTSE 250 clients and below, so they use ProspectAware to help connect with the bigger players.

ProspectAware are very interested in updates on Teneo’s sales pipeline and, most importantly, they are trustworthy. It is good to know that they just ‘get on with it’ and Teneo knows that they can leave them to come up with the goods.

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About ProspectAware

ProspectAware Limited is Head Quartered in the City of London and specialise 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 out- sourced 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 position them in front of key individuals within their prospective markets.

ProspectAware are experts at Executive level ap- pointment setting. We arrange B2B meetings at C- Level, C-Level-1, Director, Head Of or Role Spe- cific, where a ‘business pain’ or ‘need’ is identified within a prospective company.

With over 15 years collective experience and a direct knowledge that covers 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 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

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