Technology

Business Challenge:

With ever-increasing technology security requirements, this client needed to design and develop an outsourced acquisition solution to augment internal and external sales teams in all market segments to gain market share.

Solution:

Designed a comprehensive database of companies in key market segments and created a multi-layered approach of contact center and digital media tied to analytics and modeling.

Through the implementation of hundreds of campaigns, list sources and data analytics, D2M identified best practices and optimized lead quality and quantity, appointments, direct sales and customer retention/renewal year over year.

Leveraging i2i technology to manage all program elements, we created Web services feeds in the Master Data Warehouse (MDW) to update and track the sales teams’ performance. In addition to D2M i2i implementation, i2i was licensed internally by the client to manage inside sales call center performance, which provided complete visibility into their own performance metrics. This allowed the client to optimize all channels of the acquisition and retention strategy.

Results:

  • Consistently exceeded Sales Qualified Lead goals for all segments increasing sales
  • Successfully integrated internal systems with i2i platform to optimize productivity and ROI through streamlining process
  • Created a comprehensive database from which ongoing nurturing and cultivation optimized ROI
  • Generated a positive ROI