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Doon Consulting

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CASE STUDY 4
OBJECTIVE:

Deliver a lead generation and qualification solution that identifies eligible prospects that are interested in of Internet content security and threat management solutions that make the world safe for businesses and for consumers to exchange digital information.

OPPORTUNITY:

The client organization, a threat management solutions provider was struggling to find sales leads to keep their sales pipeline going. The lead qualification strategies were falling flat from time to time that was further mounting pressure on sales team to keep up with the budget spending. The client needed a strong and effective support to boost their sales process in whole and speed up their prospecting and qualifying phase in particular by quickly identifying the requirements wherein prospect is ready to procure their solutions within 0-3 month.

SOLUTION:

Doon consulting thoughtfully listened to the needs of the client and delivered a customized lead generation and qualification solution with a clear vision of putting the lead generation function on the right track. The Doon team worked closely with the client sales teams to generate qualified leads for them quickly and consistently.

Working with the qualified leads client's sales team was able to better identify the target organizations having a requirement of Internet content security and threat management solutions. This not only gave a phenomenal boost to their sales pipeline but also helped them better utilize and dedicate their time and resources on high valued leads for better returns on their investments.

Following steps were followed in solution implementation:

Step 1: Identification of a database of companies that had the propensity to buy client's products and solutions stack.

Step 2: Desk based research to enhance the company information with the appropriate contacts/decision-makers.

Step 3: Outbound tele-calling to network around the target companies to identify the requirement and understand if they are facing any advanced security challenge and are ready to evaluate the solution from our client.

Step 4: BANT qualify all opportunities before they were passed to respective sales team.

SUCCESS:

Benefits of the solution include:

  • Higher leads to customer conversion rate
  • Increased lead value
  • Improved sales productivity ratio
  • Higher Opportunity success/win rate

Some figures to look at:

  • Total accounts profiled: 450
  • Total leads generated: 120
  • Average value per lead: $1,400
  • Total value delivered: $1,68,000
  • Team generated 120 leads in a months' time.

Database Break-Up:

No. of Employees No. of Leads
201-500 64
500-1000 38
1000+ 18
Total 120
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