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TeleLEADS Case Study: Extreme Networks


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Networking solutions provider Extreme Networks needed a solution for finding in-market buyers and arming their sales team with quality intelligence. Find out how using TeleLEADS helped them set more than 125 appointments in just 7 months.

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TeleLEADS Case Study: Extreme Networks

  1. 1. Be there when they’re ready to buy Gaining the Edge: Using Intent Data as a Competitive Advantage Janet Rubio Chief Marketing Officer True Influence Mike White Marketing Manager Demand Generation Extreme Networks Wednesday May 9th 2018
  2. 2. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com2 We are trueI n fluence • Activate the ABM landscape so you can be there when they're ready to buy • Leverage the largest collection of B2B intent signaling data • Deliver powerful fact-based insights on in-market buyers at all stages of the purchase funnel • Provide marketing and sales teams with highly actionable prospect insights • Combine purchase intent data with verified contact information
  3. 3. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com3 The Leading Data-Driven ABM Company Founded 2008 Relevance Engine 2010 InsightBASE® January 2016 Intent Monitoring Category January 2017 250+ Customers
  4. 4. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com4 True Influence Offerings Content syndication driven by intent • We mine InsightBASE for leads showing an active interest in your products • Leads are qualified using tailored email campaigns • We deliver TripleCheck verified leads for your sales and marketing teams Value-packaged tele-verified leads • We find customers ready and willing to pick up the phone • We ask a series of qualifying questions to determine interest level • Gain actionable intelligence and sales leads • Leverage profile intelligence • Understand pain points • Fill all stages of your pipeline with TripleCheck verified leads SPIKING INTENT SPIKING INTENT • Source new accounts by monitoring intent to purchase • Monitor existing accounts for activity spikes • Target accounts at the right time with the right message • Integrate seamlessly to unify your technology stack • Detect early sales opportunities to stay one step ahead of the competition • Self-service account acceleration platform based on intent TripleCheck verified contacts with a spiking interest in your solutions
  5. 5. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com5 More Than 250 Leading B2B Brands Trust True Influence
  6. 6. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com6 Twitter: @extremenetworks Website: Mike White Marketing Manager, Demand Generation Our Speaker
  7. 7. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com7 Extreme Networks At-a-Glance 80 countries Company Information Extreme Networks provides networking solutions to create stronger connections with customers, partners, and employees • Founded 1996 • Headquartered in Offices in San Jose, California • 3,000+ employees worldwide 30K global customers 100% insourced service and support
  8. 8. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com8 Challenges We Faced Accelerate the pace to deliver high quality leads to sales Arm sales with actionable follow-up intelligence Find in-market buyers
  9. 9. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com9 Solution Requirements Needed • Ability to suppress leads that fell outside of Extreme’s core verticals, company size target, location requirements, and job title/department targets • Target buyers at accounts showing intent on various keywords relevant to Extreme’s business • Deliver leads with accurate and verified contact data • Collect additional information at the account to be used in sales follow-up • Produce a true Marketing Qualified Lead (MQL)
  10. 10. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com10 Why we chose True Influence Intent-Based TeleLEADS  Finds buyers in market – Using demographic filters, intent signals, and tele-qualification we’re able to target the correct persona as they’re actively researching relevant topics  Accelerates the pace we can deliver high quality leads to sales – Unlike basic “white paper leads,” we’re able to confidently mark True Influence Leads as MQLs the moment they are uploaded into Marketo, and trust that the contact information is accurate  Arm sales with actionable intelligence – Asking profiling & qualifying questions, we’re able to provide sales with more than just the asset downloaded to use in their follow-up
  11. 11. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com11 Results from True Influence “ True Influence programs are incredibly successful. We run a variety of programs with several different vendors, but True Influence surpasses any other third party lead source we have used. - Extreme Networks “ Tracked 125+ appointments tied to True Influence campaigns in under 7 months 12 5 Converted more appointments than any other 3rd party lead source Improved Sales and Marketing Alignment Continuous positive feedback from SDR teams on data quality and intelligence
  12. 12. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com12 Key Takeaways True Influence is Extreme Networks’ #1 performing partner Intent Data provides more actionable intelligence leading to higher conversion rates (triple-digits) Confident in our ability to collect and pass on enhanced lead information to better equip our sales teams Quality of data enable us to target buyers showing intent on topics relevant to Extreme’s core business
  13. 13. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com13 Q & A
  14. 14. ©2018 True Influence. All Rights Reserved | www.trueinfluence.com14 Thank You To learn more: visit: | email: Visit us at booth #163