The client:
XenSource, developer of the XenServer family of server virtualization products delivering a full featured, enterprise-ready, and easy-to-use virtualization solution.
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The challenge:
As a newly-launched company with a great deal of industry coverage, Xensource were being flooded with enquiries and responses to their product announcements. With only limited internal resource, it was soon recognised that an experienced, professional lead qualification service was the only way to ensure customers were able to engage with Xensource in a timely fashion.
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The solution:
To use the skills of the Prospects 4 Business native language team to contact leads from all over EMEA. The aim was to create well qualified opportunities for Xensource’s distributor and reseller channel. Prospects 4 Business began by focusing in the UK as a trial which proved highly successful. This was then extended into Holland and Germany.
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The key outcome:
The Prospects 4 Business team re presented Xensource in such a way that customers were unaware they were not from Xensource. Well qualified end user and partner opportunities for distributors and resellers were then distributed and revenue was closed within a matter of days. Prospects 4 Business were also able to assist in closing any gaps in XenSource’s channel opportunity management process. Xensource now use Prospects 4 Business as a vital part of their EMEA lead management infrastructure.
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The final word:
John Glendenning VP International said: “The interest in XenSource and our products simply outstretched our ability to qualify all the leads ourselves. Prospects 4 Business was able to step in as a virtual inside sales department and deliver a very flexible and knowledgeable resource. They were able to act quickly and flexibly which is very important to us. This enabled us to quickly develop our pipeline and strengthen partnerships with our distributors and resellers. I have no hesitation recommending Prospects 4 Business to any company that needs a telemarketing partner that really delivers”
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