client success story
IT Consulting Expert Reclaimed Prized Customer Conversations [CASE STUDY]

IT Consulting Expert Reclaimed Prized Customer Conversations

Sales Appointments
Won Deals
IT Consulting
Campaign Type
Lead Generation, Appointment Setting
Target Location
Target Industries
Retail and Manufacturing
Target Contacts
CIOs, IT Managers, Chief Security & Risk Officer, Head of Corporate Security (IT Security)

The Client

The Client is a seasoned technology services provider and prides itself with a 17-year experience in e-retail services and 16 years of providing non-stop technology consulting solutions. The extensive technology background of their consultants in customizing top solutions for their clients needs enables them to widely cater to different industry types and sizes.

The Challenge

As a technology consulting solutions expert, the Client provides a variety of services like catalog management, e-retail design and development, storefront software support, database consulting and management, ROI optimization, Google utilization, order and inventory management, SEO, integration, product data feeds, product
data cleansing, email marketing and the full service package from evaluation to analysis to tailor the best fitting solution.

The extensive solutions they provide have brought in long-term clients and have resulted to high ROI for the business. However, recent years have seen meager production of new business deals due to some challenges that were caused by the following:

  • The Client’s email marketing strategy that sends out catalogs to prospects via regular email accounts have become less effective, for reasons the Client was not certain of. The percentage of replies decreased from 8-10% to 5-7% in the last two years.
  • Since the catalogs were hardly opened or read by target prospects, the Q&As it contained that were supposed to initially probe the prospect’s concerns have become less usable which slowed down the process of identifying as to whether the target needs custom-built storefront or requires a minor change. Such data is
    significant in customizing the best solution for the prospect.
  • The preceding root causes bore a bigger problem which impacted the whole prospecting process of the business – fewer client conversations.

The Client opened themselves to options that could possibly address these issues and outsourcing to a lead generation provider came up as the top and most preferred over others like buying/renting lists and adding in-house staff to multiply the job.

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