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The client:
A major international technology company which is a leading provider of
industrial-strength hardware, software and services that make the Net work. |
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The challenge:
Like most major organisations, the client had several systems for storing
contact information for both Sales & Marketing. A clear view of their
strategic partners was needed. This involved making sure Key people were
represented at all levels and the internal hierarchy was mapped to help the
client communicate at the right level. The client also wanted to measure how
they were perceived by the contacts, establish a bench mark for mind share
metrics, reinforce any lapsed relationships, as well as boosting email
subscriptions to corporate e-zines. |
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The solution:
The Prospects 4 Business team were able to
consolidate the existing data, wherever it was stored. This involved
integrating data from internal databases, organisational charts, business card
holders, web pages, internal planning documents or spreadsheets on laptops.
Once consolidated, Prospects 4 Business were
able to clean and verify each contact, augment the required information and
profile the key contacts within each organisation. |
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The key outcome:
The Prospects 4 Business team were able to
quickly clean and build a database of relevant contacts at each of the
strategic partners. The profiling information gathered can be used to direct
specific messages to the right type of contact, whether commercially or
technically biased. They also increased the number of verified email addresses
by 190% and subscriptions to the e-zines, an invaluable tool for growing share
of market, by a multiple of 50. In addition, promotion of strategic initiatives
and goals were reinforced and several key meetings were arranged on the
strength of the information conveyed by the Prospects 4
Business Team. |
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The final word:
Maxine, Partner Marketing Manager said: “the fantastic results we have achieved
from the profiling with Prospects 4 Business has
produced an invaluable cleaned and populated database for the SI team and a big
circulation increase. This has been a very valuable exercise which I really
want to carry on with. Obviously I have included profiling in my plans for FY06
and I will keep Prospects 4 Business at the
top of my list for delivering this key aspect of my 'marketing-to' activity to
an important community.”
Bill, Sales Account Manager said “The team at Prospects 4
Business have proved to be a great extension for our sales and
marketing activity into my customer. They conducted themselves very
professionally and were able to converse at every level of the organisation.
They have been able to introduce me to some new, very senior contacts and given
me the information to reinforce the strategic partnership and develop mutual
sales opportunities. I have no problem recommending them to my peers” |
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