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www.bellcomworldwide.com
0800 313 4648
Business to Business
Technology Sector
Quick Facts
Business to Business Identifying High Volume Lead Generation
The Client A large UK independent software provider
Bellcom Worldwide
Client Case Study
The Challenge
Our client, one of the UK’s largest software houses, sells customisable software
solutions through a UK network of accredited resellers. In addition to the
resellers’own activities, our client also targeted direct marketing to businesses.
As only around 10% of inbound enquiries met their customer profile, our client
was eager to identify a way of generating a higher volume of qualified leads to
pass to their reseller channel while at the same time reducing the cost per lead.
A secondary objective was to cleanse their prospect database (around 1 million
records), to ensure the information was accurate and up to date.
The Solution
The Bellcom team was trained on the key features and benefits of our client‘s
product range, challenges faced by their target customers, key competitor
information, and the criteria for a qualified sales lead. The agents then engaged
in a four week calling pilot, categorising prospects in the following way.
The Results
Successful pilot results led to on-going relationships, and increase in team size
65% reduction in our client’s average cost per qualified sales lead
‘Intelligence gathering’increased the effectiveness of future marketing activity
Improved understanding of most productive sectors and regions
Increased 1.5 per leads to 5 hot leads per day over a 4 month period
Facilitated an introduction to one world’s largest defence contractors, which
resulted in one of the highest value projects ever undertaken by the company
The Challenge
Increase leads for field sales reps and
reduce the overall cost per lead.
The Journey
Provided marketing intelligence,
enabling Access to successfully
reposition their marketing collateral.
Discovery
A recommendation through one of
our existing partners.
The Solution
A proactive solution aimed at lead
generation and appointment setting.
Implementation
Our agents provided a telemarketing
solution, sourcing data in specific
verticals, targeting decision makers.
Results
Reduced the overall lead cost from
£1,500 to below £350.
Facilitated an introduction to one of
the world’s largest defence
contractors, one of the highest value
projects ever undertaken by the
company.

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B2B Lead Generation Case Study

  • 1. April May June July August 1.0 2.0 3.0 4.0 5.0 6.0 Average Leads per Day 0.0 www.bellcomworldwide.com 0800 313 4648 Business to Business Technology Sector Quick Facts Business to Business Identifying High Volume Lead Generation The Client A large UK independent software provider Bellcom Worldwide Client Case Study The Challenge Our client, one of the UK’s largest software houses, sells customisable software solutions through a UK network of accredited resellers. In addition to the resellers’own activities, our client also targeted direct marketing to businesses. As only around 10% of inbound enquiries met their customer profile, our client was eager to identify a way of generating a higher volume of qualified leads to pass to their reseller channel while at the same time reducing the cost per lead. A secondary objective was to cleanse their prospect database (around 1 million records), to ensure the information was accurate and up to date. The Solution The Bellcom team was trained on the key features and benefits of our client‘s product range, challenges faced by their target customers, key competitor information, and the criteria for a qualified sales lead. The agents then engaged in a four week calling pilot, categorising prospects in the following way. The Results Successful pilot results led to on-going relationships, and increase in team size 65% reduction in our client’s average cost per qualified sales lead ‘Intelligence gathering’increased the effectiveness of future marketing activity Improved understanding of most productive sectors and regions Increased 1.5 per leads to 5 hot leads per day over a 4 month period Facilitated an introduction to one world’s largest defence contractors, which resulted in one of the highest value projects ever undertaken by the company The Challenge Increase leads for field sales reps and reduce the overall cost per lead. The Journey Provided marketing intelligence, enabling Access to successfully reposition their marketing collateral. Discovery A recommendation through one of our existing partners. The Solution A proactive solution aimed at lead generation and appointment setting. Implementation Our agents provided a telemarketing solution, sourcing data in specific verticals, targeting decision makers. Results Reduced the overall lead cost from £1,500 to below £350. Facilitated an introduction to one of the world’s largest defence contractors, one of the highest value projects ever undertaken by the company.