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Case Study: Lead Generation through Telemarketing
2) Campaign with a US-based IT company (Software entreprise solution)

The challenge

A US based software solution company with presence across Asia Pacific region launched a campaign targeted at the Enterprise market segment. The Product Company is carrying has an average price tag of US$200,000 and an average sales cycle of 9 months. The Company is targeting 1000 prospects for the Campaign.

This campaign was implemented and executed for around six weeks

The Planning Stage - Week One and Two:

1. Set Campaign Objective

2. Set the Criteria for Lead

3. Finalizing Work Flow and Script

4. Product Training for our Call Centre Agents and Project Manager

5. Role Play between agents and also conduct few test calls to our client before starting the campaign

6. Finalizing Target audience and source for database


The Execution - Week Three through Six:

1. Telemarketing and qualify prospects

2. Daily Feedback to client if any

3. Daily Reporting to the Client

4. Quality check by the Project Manager for Qualified Leads

5. Provide program feedback and ROI report


Below are the summarized results of the Campaign:

1. Number of Database – 1000
2. Target audience – IT Manager, CIO, CFO
3. Time Frame – 4 Weeks
4. Number of Agent – 1
5. Successful Decision Maker Contacts – 450
6. Leads Generated – 8
7. Hot Leads (potential to close within 120 days) – 1
8. Warm Leads (potential to close within 4-12 months) – 3
9. Cold Leads (potential to close after 12 months) - 4

ROI

1. Investment in the Campaign - S$6000
2. Potential Revenue – US$1,600, 000 or S$2,720,000
3. Potential ROI - S$2.7m

 

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