Case Study Scenarios
Sales Campaigns - A Full Cycle Lead Generation for an IT Outsourcing Solutions Company Overview of Ideal Prospect Profile: Revenue: $5MM to $300MM Geographical location: US Industries: Enterprise Data Management Solutions, Financial Service Bureaus and Online Financial Services. Roles: Chief Technology Officer, Chief Products Officer, COO, President, CEO, CIO, VP of Engineering, VP of Professional Services, VP of Technology etc. Challenge: To discover companies, identify contacts and generate qualified leads that are majorly focused on “Enterprise Data Management” solutions, “Financial Service Bureaus,” and “Online Financial Services.” Solution: The IT Outsourcing Solution Company chose SMARTe Solutions to find companies, identify contacts and generate qualified leads for successful creation of lead generation cycle. Result: - SMARTe worked closely with the client and identified a list of over 300 companies, meeting the requirement of “Ideal Prospect Profile” as stated by the client. SMARTe also expanded several roles / titles based upon the client criteria. - A customized, relevant and validated contact database was provided to the client with complete contact details including phone number and validated email ids to help run successful Email campaigns. SMARTe executed Email Campaign using Constant Contact. - SMARTe’s telemarketing team scheduled as many as 80 appointments with C-level executives, which allowed the client to close a few multi-million dollar deals within 9 months.
Email Campaigns - Targeted Campaign for a Company specializing in Fraud Detection Solutions Overview of Ideal Prospect Profile: Revenue: > $250 MM Geographical location: US Industries: Financial Services, Retail, etc. with Credit Line exposure Roles: Influencers & Decision Makers responsible for Compliance Contacts, Credit Lift, Revenue Lift, etc. Challenge: To discover right decision makers for the targeted list of B2B companies meeting the niche criteria for their Direct Email Campaigns and lead generation exercises. Solution: The client chose SMARTe to find target contacts and companies and successfully reached the set business goals. Result: - SMARTe worked with the client and came up with a list of 1000+ companies that matched the requirement. - SMARTe also expanded several roles / titles based upon the client criteria. - A customized, relevant and validated contact database was provided to the client with complete contact details including phone number and validated email ids for Email campaigns. - The client’s email marketing campaign open rate response increased by a high 15% after using SMARTe’s services.
CRM Data Enrichment - CRM Enrichment for a company specializing in Procurement Softwares Overview of Ideal Prospect Profile: Geographical location: US Industries: CRM Data Enrichment (New/Added/Updated/Replaced) for the Roles/Titles, Email Addresses, Phone Numbers, Contact Address etc. Roles: New contacts to be discovered, Enrich and Nurture Existing Contact database for the companies list provided by the client. Challenge: To find list of Companies, Contacts that match “Ideal Prospect Profile,” also refresh the entire CRM Contact database on monthly basis. Solution: The client chose SMARTe to enrich their CRM Database and get B2B contact database details validated and verified. Result: - SMARTe created a large database of over 10,000 records. - The entire database was nurtured, enriched and verified on a monthly basis, allowing client to have relevant and updated contact database. Furthermore, this activity allowed the client to reallocate precious resources for carrying other sales generation activities.
Trade Show ROI Maximizer - Identify Complex Target Profiles based upon Prospect Profiles of other companies and Discover Relevant Contacts Overview of Ideal Prospect Profile: Revenue: $100MM to $1B Geographical location: US and Canada Industries: Home improvement/gardening equipment(what you’d see at Home Depot); house-wares and home CPG goods (what you’d see at Target); sporting goods, toys - 48 NAICS Codes identified based on the identified Prime Industries. Roles: CEO, CFO, COO, SVP/VP Supply Chain, SVP/VP Operations, VP Logistics, VP Planning Challenge: To discover the contacts based on broad and generic criterion and turn their tradeshows into a big hit. Solution: SMARTe discovered the right prospect database based on the descriptions of client's Ideal Prospect Profiles. Result: - SMARTe provided clear definition of roles that further helped client to have an insight of their target market. - Perfect criteria requirements were met by providing details for over hundred companies, also becoming a part of the pre and post trade show campaigns. This further helped the client to increase ROI. - The decided goal for setting up meetings were exceeded extensively with the high quality, customized and relevant Contact database provided by SMARTe.
SAP Customers Contacts - Targeted account lists and users for Lead Generation & Discovery Overview of Ideal Prospect Profile: Revenue: $500 MM and Higher Geographical location: North America Industries: Chemical, Consumer Products, Pharmaceutical and Aerospace & Defense, etc. Criteria: SAP Customers (approx. 2000 companies) Roles: VP, Director and Manger titles for Manufacturing, Supply Chain and Information Technology Challenge: To discover Companies and Contacts from the stated industry to generate quality leads aiding the sales pipeline. Solution: SMARTe delivered targeted contact database to the client based on their “Ideal Prospect Profiles”. Result: - SMARTe built prospect contact database, based on Partner SAP’s client database. - SMARTe identified SAP customers in the fields of Manufacturing, Supply Chain and Information Technology and discovered average of 15 contacts per company. - A consolidated database was created after validation of contacts by the in-house team in order to generate leads.
ProspectGenie - Discover High Priority Prospects for Enterprise Lease Management Software Co. Overview of Ideal Prospect Profile: Revenue: $500 MM and Higher Geographical Location: US and Canada Industries: Any Credit Ratings: Higher than BBB Challenge: To assist the client in identifying “low hanging fruit” within the target market to increase lead funnel with high hit ratio. Solution: SMARTe helped the client as a partner and identified “low hanging" prospects for them. Result: SMARTe’s Research Experts defined and refined general and custom trigger events as follows- General Triggers Events: - Merger & Acquisition - Management Changes - CFO, VP of Finance, Controller, etc. - Companies announcing Earnings Restatement – further due to lease accounting - Companies announcing options backdating - Companies hiring Procurement or Sourcing Director, etc. - Compliance & Regulations - Organizations affected by SOX and FASB Compliances etc. - Homogeneous companies Custom Triggers Events: - Clients Competitor’s Customers & their Competitors - Clients Customer’s Competitors - Indirect Competitors Customers SMARTe discovered relevant sources for those Trigger Events. The Focused Crawler mined appropriate data from the web and extracted relevant information for further analysis. SMARTe’s unique prospect prioritization algorithm with statistical models resulted in to quantitative insights gleaned from various sources in tandem with the trigger weights to derive scores for prospects. Thus, a list of “Highly Targeted Prospect Universe” was generated through methodical web mining, extensive marketing analytics and statistical modeling to reflect client’s ideal prospect profile. The client’s sales team was supplied with yet another 200 prospects through ProspectGenie solution. Thus, they were able to close deals with # of 4 companies on the “list of top 200” realizing 6x ROI.
ProspectGenie - Discover “Low Hanging Fruit” Prospects for a Network Security Software Co. Overview of Ideal Prospect Profile: Revenue: $1 B and Higher Geographical location: US and Canada Industries: Any Challenge: To assist in identification of low hanging prospects within the target market to increase lead generation with high hit ratio. Solution: SMARTe worked closely with Network Security Software Company to define the general and custom trigger events. Result: SMARTe’s Reserach Experts worked in close quarters with the client to define the general and custom trigger events. General Triggers Events: - Merger & Acquisition - Management Changes - CTO, CIO etc. - Companies affected by Phishing - Companies affected by “Data Breach” - Compliance & Regulations - Organizations affected by FFIEC, PCI Compliances etc. - Business Rankings (e.g. Top 100 FinTech) Custom Triggers Events: - Competitors of current customer - Competitors of “Hot prospects” - Competitors customer’s competitors - Prospects that have purchased complementary solutions - Number of users say example 40,000 and higher After defining the criteria, each trigger item was prioritized. SMARTe’s focused crawler discovered appropriate data from the web and extracted relevant information for further analysis. The unique prospect prioritization algorithm with statistical models collated quantitative insights gleaned from various sources to trigger weights so as to score the leads. Thus, a list of “Highly Targeted Prospect Universe” was generated. The Client’s sales exclusively focused the top prospects that were derived using ProspectGenie. Further, client used qualitative qualification process to discover sales opportunities, get foot in the door and reach closer to sales. They increased their sales Hit Ratio drastically due to trigger event based campaigns and targeting, which resulted in to 15% increased open-rate.
