Business Challenge:

The client had major shifts in the North American distributor sales channel that represented a significant amount of revenue and the client needed to alter it's approach to the market. The need to identify existing customers, secure customers, and maintain and grow revenues was paramount.

Solution:

Created an alternate channel for sales not covered by Account Managers to identify the market, design and develop demand creation materials, process orders, report, track and measure key benchmarks and modify approach accordingly. To accomplish this a database was designed and built to house and maintain the client customer information with the ability to provide feeds to client CRM and order processing systems.

Results:

• Increased client revenues
• Brought client into the Direct Sales Channel while supporting and maintaining key distribution channels
• Secured open market accounts from competitive threat and fed distributors incremental business
• Successfully tied into customer billing and shipping ERP systems
• Built and maintained credit authorzation, purchase order, and direct sales process for transactions
• Established ongoing relationships with customers and uncovered upsell opportunities supported by competitive brands
• Built the first complete customer database allowing for targeted campaigns to be launched increasing market share
• Designed and launched e-commerce site in 3 weeks for direct purchase

Business Challenge:

Healthcare client currently maintains an internal call center where results for appointment setting were not optimized. In addition, benchmarks for outsourcing did not exist from which to compare. As one of the largest HealthCare web-based recruitment sites, the client is looking to increase sales to the healthcare market for its membership base through increased appointment setting.

Solution:

Direct2Market Sales Solutions was engaged to benchmark their internal call center to establish what differences an outsourced service provider could add to the existing process. Linking with the sales teams' calendars, Direct2Market Sales Solutions identifies the key decision makers from web-related searches, contacts and pitches the value proposition. Once interest is gained, an appointment for further discussion with a sales representative is scheduled.

Results:

• Direct2Market Sales Solutions has consistently outperformed internal staff results in the number of qualified appointments
• Overall productivity has increased
• Sales have increased
• Evaluating a total outsource solution in 2009

Business Challenge:

As the number two player in the Video Conferencing market, the client was looking to gain market share through the launch of its new system.

Solution:

Designed a comprehensive database of companies in key market segments and created a multi-layered approach tied to analytics and modeling to increase sales and drive ROI.

At the core of the model was outbound lead generation. Companies were profiled as to their current video conferencing needs, competitive presence, budget, timeframe for purchase, and willingness to meet with a sales rep. Prior to outbound efforts, specific strategies for testing were created using direct mail with copy variations, e-brochures, and offers.

Results:

• Identified market share and penetration of competition
• Identified the optimal communications media to drive ROI
• Generated leads at a rate of 22%
• Created a database of over 300,000 company records from which to market to in an ongoing continuity approach

Business Challenge:

Through multiple acquisitions and inherent product offering, the client was looking to aggresively hit the market with its enhanced product offering. To accomplish this, the client wanted worldwide coverage in 23 countries in 17 different languages and to touch over 12 million records in the small to medium business segment.

Solution:

Leverage technology to manage all participating call centers throughout the world on one platform, translated into one language providing a central repository and reporting hub for the client. All call centers profiled prospects, generated leads, and leads were distributed to partners. Partners were also profiled to identify certifications and proper distribution of leads.

Results:

• Successfully implemented this client's largest direct-response inititative
• Profiled over 7 million records managing 25 call centers worldwide
• Exceeded performance benchmarks
• Generated over 300,000 profiles/leads

Business Challenge:

Client with over 300 field representatives throughout North America was experiencing high turnover and sales were stagnant. The commodity driven business unit needed to increase sales.

Solution:

Established systems integration with client internal lead distribution portal and generated leads for multiple product lines. The strategy was used as a jump start for new reps due to turnover and created productivity efficiencies with existing reps to put them face-to-face in selling opportunities.

Results:

• Compiled and profiled over 300,000 companies
• Generated leads at 25% of completes
• ROI of 10:1

Business Challenge:

With a new on-line resource tool for students to identify college curriculums and locations, this client was looking to dramatically increase revenue by engaging an outsource service provider with a team of teleprofessionals. With over 3 million hits per month to the website, the service provider needed to be scalable and flexible to maximize student requests.

Solution:

Leveraging the client's internal systems for search and customer placement potential, Direct2Market Sales Solutions piloted the strategy with two teleprofessionals in 2007 and currently has over 100 teleprofessionals operating three shifts, 6 days a week.

Results:

• Provide client with with key benchmarks and contact center expertise to leverage internally
• Generated leads in excess of 1 per hour per agent providing a positive return on investment
• Established a complete outsource solution and staff extension