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B2B Lead Generation Case Study


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B2B Lead Generation Case Study

  1. 1. April May June July August1. Leads per Day0.0www.bellcomworldwide.com0800 313 4648Business to BusinessTechnology SectorQuick FactsBusiness to Business Identifying High Volume Lead GenerationThe Client A large UK independent software providerBellcom WorldwideClient Case StudyThe ChallengeOur client, one of the UK’s largest software houses, sells customisable softwaresolutions through a UK network of accredited resellers. In addition to theresellers’own activities, our client also targeted direct marketing to businesses.As only around 10% of inbound enquiries met their customer profile, our clientwas eager to identify a way of generating a higher volume of qualified leads topass to their reseller channel while at the same time reducing the cost per lead.A secondary objective was to cleanse their prospect database (around 1 millionrecords), to ensure the information was accurate and up to date.The SolutionThe Bellcom team was trained on the key features and benefits of our client‘sproduct range, challenges faced by their target customers, key competitorinformation, and the criteria for a qualified sales lead. The agents then engagedin a four week calling pilot, categorising prospects in the following way.The ResultsSuccessful pilot results led to on-going relationships, and increase in team size65% reduction in our client’s average cost per qualified sales lead‘Intelligence gathering’increased the effectiveness of future marketing activityImproved understanding of most productive sectors and regionsIncreased 1.5 per leads to 5 hot leads per day over a 4 month periodFacilitated an introduction to one world’s largest defence contractors, whichresulted in one of the highest value projects ever undertaken by the companyThe ChallengeIncrease leads for field sales reps andreduce the overall cost per lead.The JourneyProvided marketing intelligence,enabling Access to successfullyreposition their marketing collateral.DiscoveryA recommendation through one ofour existing partners.The SolutionA proactive solution aimed at leadgeneration and appointment setting.ImplementationOur agents provided a telemarketingsolution, sourcing data in specificverticals, targeting decision makers.ResultsReduced the overall lead cost from£1,500 to below £350.Facilitated an introduction to one ofthe world’s largest defencecontractors, one of the highest valueprojects ever undertaken by thecompany.