Mid-tier Technology Firm: Demand Generation and Inside Sales
The client is a mid-tier IT services firm backed by leading venture capital firms and has an exclusive focus on the healthcare sector. Led by the dynamic Founder/CEO, the firm has seen rapid growth in the past few years and is poised for the next stage of growth.
Business Case
The client had a marketing program in place that was running campaigns on an ad-hoc basis, however, the response rates and lead conversion rates were very low. The marketing platform was not optimally deployed. There was no inside sales program to follow through on outbound marketing initiatives.
Approach & Results
Working closely with the sales and marketing leadership, we developed an integrated demand generation strategy covering marketing and inside sales. The teams developed a “single version of truth” for contact databases, a standardized template for campaign management, inside sales campaign to follow through for appointment scheduling with target clients. The client now has a standardized and repeatable process and a set of campaign assets, and lead generation has improved by over 4x.
