A fast-growing software company needed to move from an opportunistic to a strategic account focus to leverage its competitive strengths and maintain its revenue growth ramp.
The company needed to identify its top 100 targets, build a database of key contacts, and begin promoting its offering to these strategic accounts. The internal team was focused on current inquiries and lacked the time and outbound skills to focus on the strategic "Top 100".
Market Builders worked with the sales and marketing teams to identify the top accounts, determine the appropriate sales qualifying questions, and develop the right messages and processes to build awareness and generate demand.
Over the course of two months, we used telesales, telemarketing and email for multiple touch points to achieve these objectives.
In the first month, Market Builders penetrated 37% of the target accounts, resulting in a 58% rate of medium- to high-interest level in the client's solution.
Twenty-seven percent of the companies had not heard of the client's solution; among those, we established brand awareness and a follow up process for nurturing those accounts over time until they were ready to evaluate new solutions.