Commvault hired ProspectAware to generate qualified sales leads and arrange face-to-face meetings with senior executives. ProspectAware's appointment setting methodology helped increase Commvault's sales pipeline. ProspectAware eliminated early lead generation stages and arranged numerous high-quality executive meetings with new customers, resulting in closed business. Commvault was impressed with ProspectAware's professional services and plans to continue working with them.

1. Case Study | Commvault
The challenge: to increase the sales pipeline with
well qualified face to face meetings
Commvault has been using ProspectAware’s
appointment-setting services for the past year to help build the
sales pipeline through qualified leads, resulting in face-to-face
meetings with senior executives within new enterprise
customers.
Background
Commvault is a data protection and information management
solutions provider for mid- and enterprise-level organisations
worldwide. All of the applications in Commvault’s end-to-end
data protection and information management solutions offer
flexible deployment options and are built on a single
platform, enabling businesses to move to the cloud.
Finding the right lead generators
ProspectAware, specialists in executive-level appointment
setting, were initially approached by Commvault, with the sole
objective of generating leads and increasing their sales
pipeline. Commvault contacted one other telemarketing
agency but were attracted to ProspectAware’s technical
understanding as well as their pricing model: they only expect
payment on results, rather than the standard payment based
on how many calls are made per day. ProspectAware’s callers
use a top down appointment setting methodology when
targeting new business accounts which enables them to
identify relevant pain points and specific business needs. They
also manage their own data sourcing and building, which
removes the headache often associated with out-of-date,
inaccurate records.
About Commvault
 www.commvault.com
 HQ— New Jersey, with over 2,000 people
globally
 Data protection and information
management solutions provider
Goals and objectives
 Increase market share and sales pipeline
 Arrange face-to-face meetings with senior
executives within enterprise customers
Solution
 A campaign was established to create senior
level appointments
 A weekly reporting system was set up to
feed back on lead generation successes
Result
 ProspectAware eliminates a lot of the early
lead generation stages
 The sales pipeline has increased
 Numerous high quality, executive-level
appointments arranged within new
customer accounts
 A long-term trust has been built for a
mutually beneficial relationship
© 2016 ProspectAware Limited All rights reserved. All other company and product names may be trademarks of the respective companies with which they are associated.
"ProspectAware have helped us to deliver new
opportunities at a healthy stage of the sales cycle. They
deliver a consistently healthy pipeline of good quality
leads and are easy to work with. Their differentiator is
that they can be trusted to accurately and competently
represent Commvault, without the need for
micro-management.
We have already closed some business on the back of
their lead generation which is quite impressive, given
the reputedly long sales cycle in the IT environment."
Nigel Williams - Commvault Marketing Director

2. Appointment-setting strategy
Commvault only needed to give the ProspectAware team
limited product training because they were able to competently
have technical, commercial conversations with the right
people, at the right level of seniority. Commvault set very
demanding monthly SLAs for ProspectAware to achieve; even
if they do not hit the volume, they guarantee that all of the
leads they do generate are of a high standard.
ProspectAware’s experienced Account Managers maintain
regular communication with Commvault’s thirty-strong sales
team and they are now fully integrated into the whole sales
process.
Future plans
ProspectAware’s highly skilled, technical team have gained a
comprehensive understanding of Commvault’s service
offerings. Commvault will continue to use ProspectAware’s
services to penetrate new customers, particularly in the
enterprise space.
ProspectAware are a well organised, professional lead
generation operation, who employ tenacious & intelligent people
to secure well-qualified appointments. The qualification process
often involves engagement with several contacts in a target
company, both to gather intelligence & to ensure that the most
appropriate appointment is scheduled.
I wouldn’t hesitate in recommending ProspectAware”.
Mike Johnstone - Sales Director, UK&I, COMMVAULT
© 2016 ProspectAware Limited All rights reserved. All other company and product names may be trademarks of the respective companies with which they are associated.
About Commvault
 www.commvault.com
 HQ— New Jersey, with over 2,000 people
globally
 Data protection and information
management solutions provider
Goals and objectives
 Increase market share and sales pipeline
 Arrange face-to-face meetings with senior
executives within enterprise customers
Solution
 A campaign was established to create senior
level appointments
 A weekly reporting system was set up to
feed back on lead generation successes
Result
 ProspectAware eliminates a lot of the early
lead generation stages
 The sales pipeline has increased
 Numerous high quality, executive-level
appointments arranged within new
customer accounts
 A long-term trust has been built for a
mutually beneficial relationship
Case Study | Commvault
Working with Commvault has been a breath of fresh air.
Not only are the sales and marketing functions
extremely proactive and efficient, Commvault’s
technology itself is very impressive – clearly the reason
that Gartner rate them a market leader! My overall
experience of working with Commvault is absolutely
fantastic and I look forward to working with them into the
future.
Minhaz Ahmed - Head of Service Delivery

3. About ProspectAware
ProspectAware Limited is Head Quartered in the
City of London and specialise in delivering high
level appointment setting, lead generation,
telesales and marketing services to leading
technology companies and their channel
partners.
Our services can be used as a complete out-
sourced lead generation capability, or as an
extension to an internal team. With an end goal
of increasing our clients’ new business revenue
streams, our primary focus is high level
appointment setting and position them in front of
key individuals within their prospective markets.
For more information please feel free to visit the
ProspectAware website or call their London office to speak with a
marketing expert.
www.prospectaware.com
+ 44 845 299 7939
ProspectAware are experts at Executive level
apointment setting. We arrange B2B meetings at
C-Level, C-Level-1, Director, Head Of or Role Specific,
where a ‘business pain’ or ‘need’ is identified within a
prospective company.
With over 15 years collective experience and a direct
knowledge that covers over 400 technology
companies and the challenges that they face,
ProspectAware’s services and methodologies have
been designed in a way to add maximum value to our
clients’ marketing and sales strategies.
The experience we have gathered has allowed us to
develop a unique proposition within the area of
technology marketing. By realising the need to
combine a number of proven techniques to
influence all points of access to our clients’ target
audience, ProspectAware is actively engaged in
developing the relationships between our clients and
their prospective markets, improving the quality of
new business sales opportunities, and increasing
sales pipeline.
ProspectAware adopt a Top-down calling methodology
© 2016 ProspectAware Limited All rights reserved. All other company and product names may be trademarks of the respective companies with which they are associated.