Success Stories
SUCCESS STORY - HP
HP: CHALLENGES & GOALS
Engagement:

HP’s Challenges:

 Weak internal prospect database
 History of ta...
SUCCESS STORY - HP
HP: STRATEGY
Engagement:
Vendere’s Strategy:

 Provide HP with new prospect base using Vendere’s propr...
SUCCESS STORY - HP
HP: RESULTS
Engagement:

Campaign Focus:
ESSN - Enterprise Data Center Infrastructure, Storage, Virtual...
SUCCESS STORY - INTEL
INTEL: CHALLENGES & GOALS
Engagement:

Intel’s Challenges:

 Weak internal prospect database
 Limi...
SUCCESS STORY - INTEL
INTEL: STRATEGY
Engagement:

Vendere’s Strategy:

 Provide Intel with new prospect base using Vende...
SUCCESS STORY - INTEL
INTEL: RESULTS
Engagement:

Campaign Focus:

Enterprise Data Center Infrastructure

As a result of I...
SUCCESS STORY - TP
TIPPING POINT-HP: CHALLENGES & GOALS
Engagement:

Tipping Point-HP’s Challenges:

 No inside sales tea...
SUCCESS STORY- TP
TIPPING POINT-HP: STRATEGY
Engagement:

Vendere’s Strategy:

 Provide Tipping Point-HP with services be...
SUCCESS STORY - TP
TIPPING POINT-HP: RESULTS
Engagement:

Campaign Focus:

Tipping Point-HP IPS/IDS Security Solution

As ...
SUCCESS STORY – 375 HP
OVER 375 HP CHANNEL PARTNERS: CHALLENGES & GOALS
Engagement:

HP Channel Partners’ Challenges:

 N...
SUCCESS STORY – 375 HP
OVER 375 HP CHANNEL PARTNERS: STRATEGY
Engagement:
Vendere’s Strategy:

 Provide HP Channel Partne...
SUCCESS STORY – 375 HP
OVER 375 HP CHANNEL PARTNERS: RESULTS
Engagement:

Campaign Focus:
Desktops, Laptops, Printers, VDI...
QUESTIONS?

CONTACT SEAN O’NEIL,
CO-FOUNDER & VICE PRESIDENT
972-934-9756, EXT. 219
SEAN.ONEIL@VENDEREPARTNERS.COM
WWW.VEN...
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Vendere Success Stories

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This Slide Share is an opportunity for Vendere to share details around some of the success we have had with our customers around b2b appointment setting, event audience acquisition and lead generation

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Vendere Success Stories

  1. 1. Success Stories
  2. 2. SUCCESS STORY - HP HP: CHALLENGES & GOALS Engagement: HP’s Challenges:  Weak internal prospect database  History of targeting the same leads repeatedly with poor results  Limited marketing functions (i.e., e-mail marketing only)  Too much reliance on internal sales reps and partners with little or no incentive to drive event attendance  Inaccurate forecasting of attendee numbers  No feedback/market intelligence obtained from non-registrants or non-attendees Vendere’s Goals:  Strengthen HP’s prospect lists through Vendere’s proprietary database of contacts  Target new, qualified leads  Use Vendere’s robust array of event audience acquisition services to market events  Serve as HP’s outsourced event audience acquisition and sales support partner  Accurate forecasting using Vendere’s forecasting methodology  Obtain feedback/market intelligence throughout event registration
  3. 3. SUCCESS STORY - HP HP: STRATEGY Engagement: Vendere’s Strategy:  Provide HP with new prospect base using Vendere’s proprietary database  4,000,000+ contacts  85% or better accuracy level  Target new, qualified leads  Assign 8-person Vendere team to serve HP  Tele-prospecting  Launch event audience acquisition campaign  Telemarketing  E-marketing  Event registration and confirmation  Confirm 100 registrants that result in at least 50 attendees  Gather feedback and market intelligence
  4. 4. SUCCESS STORY - HP HP: RESULTS Engagement: Campaign Focus: ESSN - Enterprise Data Center Infrastructure, Storage, Virtualization, Servers, Networking, Cloud Center of Excellence, Thin Client & VDI As a result of HP’s ongoing engagement (now moving into its sixth year) with Vendere Partners:  19 Roadshows of 15 cities or more were promoted  Events ranged from 15 to 23 cities  Over 26,000 prospects have been registered  HP’s low attendance rate (43%) more than doubled  57% of attendees were net new prospects  Vendere exceeded attendance goals by 15-20% by converting, on average, more than 50 attendees per event Currently engaged.
  5. 5. SUCCESS STORY - INTEL INTEL: CHALLENGES & GOALS Engagement: Intel’s Challenges:  Weak internal prospect database  Limited inbound prospect generation (i.e., website opt-ins only)  Limited marketing functions (i.e., e-mail marketing only)  No internal sales support and no external partner support Vendere’s Goals:  Strengthen Intel’s prospect lists through Vendere’s proprietary database of contacts  Increase brand awareness by educating prospects  Use Vendere’s robust array of event audience acquisition services to market events  Serve as Intel’s outsourced event audience acquisition and sales support partner
  6. 6. SUCCESS STORY - INTEL INTEL: STRATEGY Engagement: Vendere’s Strategy:  Provide Intel with new prospect base using Vendere’s proprietary database  4,000,000+ contacts  85% or better accuracy level  Increase brand awareness by educating prospects  Assign 4-person Vendere team to serve Intel  Train Vendere prospect manager and team  Develop unique messaging and scripts and modify as needed  Launch event audience acquisition campaign  Telemarketing  E-marketing  Event registration and confirmation
  7. 7. SUCCESS STORY - INTEL INTEL: RESULTS Engagement: Campaign Focus: Enterprise Data Center Infrastructure As a result of Intel’s ongoing engagement (now moving into its second year) with Vendere:  Events were successfully promoted in 9 cities in 2012  1,300+ prospects were registered to large events of 70+ attendees  Event attendance has increased by 48% Currently engaged.
  8. 8. SUCCESS STORY - TP TIPPING POINT-HP: CHALLENGES & GOALS Engagement: Tipping Point-HP’s Challenges:  No inside sales team or sales support  Overreliance on outside sales team and partners to perform prospecting, set sales appointments and achieve sales  Overabundance of website-derived inbound leads (i.e., 5,000 leads in backlog; 1,500 new leads coming in each month)  No established process for determining which website functions were bringing in quality leads versus unqualified leads; no established lead qualification, scoring and nurturing best practices Vendere’s Goals:  Serve as HP’s outsourced event audience acquisition and sales support partner  Set sales appointments for outside sales team while increasing brand awareness  Prospect backlog and incoming inbound leads  Determine which website functions were bringing in quality leads and implement lead qualification, scoring and nurturing best practices
  9. 9. SUCCESS STORY- TP TIPPING POINT-HP: STRATEGY Engagement: Vendere’s Strategy:  Provide Tipping Point-HP with services beyond qualified appointment setting, including:  Lead qualification, scoring and nurturing  Event audience acquisition  Set sales appointments for outside sales team while increasing brand awareness  Assign 10-person Vendere team to serve Tipping Point-HP  Qualify, score and nurture backlog and new inbound prospects/leads according to criteria Tipping Point-HP helped set  Determine success levels of various inbound lead generation functions  Establish best practices  Launch qualified appointment setting campaign  Lead Tipping Point-HP through Vendere’s ADAPT (Awareness, Disclosure, Attainment, Production, Treatment) process, a five-step process for adapting Vendere’s services to a client’s unique needs  Put qualified leads and sales appointments at Tipping Point-HP’s fingertips by working within Tipping Point-HP’s customer relationship management system (Salesforce.com).
  10. 10. SUCCESS STORY - TP TIPPING POINT-HP: RESULTS Engagement: Campaign Focus: Tipping Point-HP IPS/IDS Security Solution As a result of Tipping Point-HP’s one-year engagement with Vendere Partners:  629 sales appointments were scheduled  149 C-level opportunities were identified  67 A-level opportunities were identified  1,500,000 in closed revenue was achieved  Success levels of various inbound lead generation functions were determined  Best practices were established  Brand awareness achieved (Tipping Point was acquired by HP)  $5.6 MM in revenue was forecasted Disengaged after replaced by HP’s inside sales team upon HP’s acquisition of Tipping Point.
  11. 11. SUCCESS STORY – 375 HP OVER 375 HP CHANNEL PARTNERS: CHALLENGES & GOALS Engagement: HP Channel Partners’ Challenges:  No inside sales team or established lead generation processes  Utilization of Campaign Central portal (now called Marketing Depot as a result of HP Channel Partners’ partnership with Marketing Bridge)  Disgruntled partners, as a result of lackluster results with existing lead demand generation partners (i.e., eCoast, TSRI and Harte-Hanks)  No event support, trusted lead generation sources, productive SEO or inbound leads  Funding that less than 40% of partners would spend on existing lead generation partners through the Marketing Depot because partners had learned to assume that using existing (and essentially free) funding would actually result in resource drains and too few positive results to justify spending even readily available funds Vendere’s Goals:  Serve as HP Channel Partners’ qualified appointment setting partner  Set sales appointments while increasing brand awareness  Recruit partners and promote partner involvement
  12. 12. SUCCESS STORY – 375 HP OVER 375 HP CHANNEL PARTNERS: STRATEGY Engagement: Vendere’s Strategy:  Provide HP Channel Partners with services beyond qualified appointment setting, including:  Lead qualification, scoring and nurturing  Event audience acquisition  Set sales appointments while increasing brand awareness  Assign 3 separate internal Vendere teams to serve HP Channel Partners  Qualify, score and nurture backlog and new inbound prospects/leads according to criteria HP Channel Partners helped set  Increase qualified appointments and leads per partner  Increase event attendee numbers  Identify new business and sales opportunities  Launch qualified appointment setting campaign  Recruit and promote partner involvement  Develop scalable qualified appointment setting, lead qualification, scoring and nurturing, and event audience campaigns based on the needs of each partner
  13. 13. SUCCESS STORY – 375 HP OVER 375 HP CHANNEL PARTNERS: RESULTS Engagement: Campaign Focus: Desktops, Laptops, Printers, VDI, Thin Client, Meaningful Use, Storage & Virtualization, Business Continuity, Converged Infrastructure, Cloud Services, Networking, Managed Services, Enterprise Data Center Infrastructure As a result of HP Channel Partners’ engagement with Vendere Partners in 2012:  1,800+ sales appointments were scheduled  6,500+ prospects were registered for events  5,000+ qualified sales leads were delivered  Net new prospects and customers increased dramatically as a result of Vendere’s qualified appointment setting, lead qualification, scoring and nurturing, and event audience acquisition services, and as a result of Vendere’s proprietary database of contacts  Vendere fielded more than 600 separate orders submitted by HP Channel Partners  Utilization of Marketing Depot developed by Marketing Bridge increased from 40% to 100% Currently engaged.
  14. 14. QUESTIONS? CONTACT SEAN O’NEIL, CO-FOUNDER & VICE PRESIDENT 972-934-9756, EXT. 219 SEAN.ONEIL@VENDEREPARTNERS.COM WWW.VENDEREPARTNERS.COM

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