About The Client
One of the major players in the IT Services space with global footprint with offices and development centres across the world.
Business Challenge
While the company had a dominant market share in the industry, it wanted to map and target new prospect companies in Middle East for its core Banking product. The client was already partner to Beyond Codes for Demand Generation Services across North America and Europe geography.
Extending the partnership, the client needed us to foster sales opportunities in Middle East through mapping and database building of key target accounts, appointment setting, events and lead nurturing services.
Our Approach
Contact Discovery: Beyond Codes team began with researching and building a list of key accounts in the Banking sector in Middle East as per the criteria defined by the client. A list of Right Party Contacts – CxO’s, VP’s and Directors within each account were mined and filtered from Beyond Codes proprietary databases and from extensive online resources.
Appointment Setting: Lead Generators with prior experience and understanding of Middle East market were put for calling. The Lead Generators adopted ‘Call-Smart’ Model by researching every Prospect before making the first contact. They understood the objectives of the campaign, the sales pitch and the value proposition. The focus was to generate appointments – Con Calls and face to face meetings with CxO, VP and Directors.
Quality Assurance: A QA Analyst did tracking and monitoring of each meeting with feedback mechanism and quality management
Lead Nurturing: Based on the 1st and 2nd level discussions, leads scoring was done to see which accounts were relevant to be pursued further. With our multi-touch program, we set up multiple follow-up discussions with the Prospects that showed interest but were not ready to buy at that point of time. This was done by feeding relevant information to the Prospects from time to time.
Event: As a part of the lead generation campaign, Beyond Codes also assisted the client in event lead generation. After gathering relevant attendee data, we sent personalized emails and did a calling campaign to fix onsite face to face meetings for the client. Post event, we sent thank you email followed by calls to nurture the relationship.
Business Outcomes
- The multi-touch lead generation effort resulted in increase in market penetration, contact rates and sales appointments for the client in Middle East
- 67% of the meetings were setup with CXO level and senior folks
- 33% of the meetings were setup face to face
