Sales Development and Lead Services for an IT Company
Please find under a summary covering project details and feedback. The innate facts are kept as they are, private information is amended.
Introductory information
A fast induction on the buyer’s organisation
I’m a associate business director for Juniper Networks. We prepare clients with cybersecurity solutions with a associate organisation.
Desired goal
What challenge were you trying to address with eCoast Marketing?
We occupied eCoast Marketing to prepare lead age services. We wanted to educe business in brand new markets and support our relationship with our associate organisation.
Provided solution
What particular tasks were responsible for?
Conventional lead age involves reaching out to prospective clients and then delivering that client’s touch information to a salesperson to secure an appointment. Typically, we target companies that have an identified issue, possible solution, and degoodd time and budget. Though, the cybersecurity globe is full of clients who may not even substantiate where their issue is, let alone unite a solution to create and the time and budget needed to get it done.
We determined to streamline the lead age process on two fronts. We target companies that we identified as having a cybersecurity issue that had not put out RFPs or RFQs. eCoast Marketing generates appointments with these companies instead of only leads. We prepare eCoast Marketing with two-week stops. Their team then identifies leads, reaches out to them, and schedules an appointment within that two-week stop. They then advanced those appointment links to me, and I attribute a salesperson each from Juniper Networks and our associate vendor to meet that possible client.
What is the team compound?
I leading worked with Erika (Director of Client Services, eCoast Marketing). Then Geoffrey (Program Manager, eCoast Marketing) came to be the project director. I also collaborate closely with the CEO.
How did you come to work with eCoast Marketing?
We had already worked with eCoast Marketing on past projects. As a result, they already were household with our pitches and had a list of our existing accounts. Their householdity and integration with our method made onboarding their team easier.
What are you approach expents (if diclosed)?
We’ve spent $40,000 so far.
What is the terminal result of working with ?
We began working unitedly in September 2018, and the associateship is ongoing.
Results achieved
Are there any measureable or plum results?
Thanks to eCoast Marketing’s efforts, we have achieved a much higher lead-to-meeting ratio. 50% of those meetings have turned into opportunities—an unappropriated rate. The process has also brought the Juniper Networks and our associate',s sales teams closer unitedly. Based on our achievement, we’re looking to swell this process to two new market areas. Other companies correspondent to ours are looking to replicate our achievement with eCoast Marketing as well.
How did eCoast Marketing accomplish from a project treatment standpoint?
Geoffrey interactes with me via email. He sends me the appointment links that I then use to form appointments for the attributeed sales reps. We copy each other regularly on emails to fix that the same information reaches everyone implicated in each meeting. The team is wonderfully interactive as a total. eCoast Marketing’s CEO reaches out to me frequently almost the status of the engagement. Any challenges are fixed fastly as well.
What is (from your point of view) the key factor to pay observation while intercourse with ?
The team is ready to ponder outside the box and fit to new approaches over their core business. They grasped our ideas very fastly and have been eager to convenience me and modify their conduct to make it happen. I esteem eCoast Marketing’s openness and flexibility throughout our collaboration.
What aspects of their work would you like to get improved?
No, I can’t ponder of anything. We had hitches as we leading rolled out the project, but eCoast Marketing helped iron them out rapidly.
Any advice for possible clients?
Put as much effort into your aim as you want eCoast Marketing to put into bringing your results. The more specifics you give them, the better your associateship will be.
