American (US) Global Software Provider

A lead generation project - honest dialogue that guarantees results

Context:

This corporate software provider targeted EMEA as an emerging market. Having identified agents in UK and Germany they required assistance in multi-lingual lead generation.

Solution:

Client referral brought us to be invited to tender and we won the bid. Part of our lead generation process involves a pilot project, partnering people and technology to define the winning criteria for client services/products within an emerging market.

The client’s Marketing Manager was delighted with our results: “they demonstrated a clear understanding of our market and products. Their pilot scheme was extremely professionally executed. They were open and honest with us when testing out what works. They had the experience and the right people on the phone – not just a bunch of college grads. This gave us the confidence that this firm can really make a difference for us. Another key factor was their language capability.”

We have become their defacto marketing organisation in Europe, providing lead generation across central and eastern Europe, with the option for other EMEA countries and native language speakers at their disposal. Additionally, the data and understanding of their business has enabled us to uncover new target markets. These opportunities have been identified at such an early stage, cost of sale is negligible. These potential clients would not be evaluating the competition – massively reducing lead time to sale and providing market penetration options that would otherwise be missed.

Outcome:

Our lead generation activity has enabled a strong sales pipeline and prospective EMEA client base to emerge. We have become a trusted partner, providing representation in markets where our client has no other marketing or PR activity and no in-house knowledge to access potential target client tender and quote process.

The client states - “We’ve experienced results in a very short span of time. It’s definitely shortened the process of raising our visibility in these new markets. We’re expecting to close deals within the next 6-12 months that will represent at least 3 to 4 times what we spent, an incredible return on investment. They’re a voice for us where we don’t have a presence”