apc

Customer Profiling Case Study

Our Customer provides protection against many of the primary causes of data loss, hardware damage and downtime. It is a leading provider of global, end-to-end AC and DC-based back-up power products and services and Data Centre solutions and services.

Customer Challenges

The client was seeking to identify sales leads and map the existing IT and power back-up infrastructure of potential customers. The major problem faced was low market penetration as compared to competitors. A secondary objective was to generate opportunities for the client’s data centre professional services, including audit and assessment, migration, managed operations and remote infrastructure management and other products such as power distribution units.

Profiling of potential customer companies had to be done as per the client’s specifications. Client wanted leads generated and companies profiled from within different industries, company size ranges, and existing IT infrastructure size ranges. For example, BFSI companies profiled had to be: Banks with minimum Rs 200 crore deposit; or firms with Rs 100 crore turnover/ total income; or banks/firms with minimum 350 PCs.

iSOURCe solution

We used a 5 step best practice methodology to address the client’s requirement.

  • Step 1 – Identification of a database of companies that had the propensity to buy the client’s products.
  • Step 2 – Desk-based research to enhance the company information by locating and adding the appropriate contacts/decision-makers in each company to the database.
  • Step 3 – Outbound tele-calling to identify these companies’ business issues and pain points that could be addressed through the client’s products and services.
  • Step 4 – BANT qualify all opportunities before sending them to client’s inside sales team.
  • Step 5 – Lead management, tracking, feedback and nurturing to ensure that leads were accepted both by the client’s inside sales teams as well as the client’s channel partners. This included follow up in the form of EDM’s, white papers, webinars etc.

Results

ROI for projects done in 2012 for the client:

  • Total number of companies(customers) profiled for the client = Over 5800
  • Total number of leads generated and sent to client = Over 3300
  • Value of leads sent to client = Over Rs 160 crore
  • Sales revenue growth for the client.
  • Expansion of customer base
  • Strengthening competitive advantage through increase in awareness about client’s products and services
  • Product and services feedback, which is sent as additional comments in the profiles and leads, can be used to improve products and thereby increase customer satisfaction levels

Client Speak

"Thanks for being a great support and helping our customers/partners. Keep up the spirit of enabling others. THANK YOU!.”


Regional Manager, Forum Nokia APAC

“Thank you, iSOURCe! Your team continues doing a great job of helping APC MGE. Please thank them all.”

Senior director, APC

" Very Nice…..good job…..Thank you….nothing more needed."

Country Manager, Trend Micro.

"Top notch work…."

Country Manager, Trend Micro.

"This is a small note of appreciation from me to thank you all for the hard work and thorough analysis on our lead gen programs. The results submitted by us were accepted as a 'Best Practice' for APAC. Truly appreciate your efforts."

Manager, Trend Micro.

"Hey, thanks for ontime delivery!."

Business Head, Locuz Enterprise Solutions Ltd.

"Great Work! Thanks."

Country Director, Avaya

"Good work team .We have a total of 30 registrations through the activity which is as per our initial target."

Marketing Executive, Orange Business Services