Case Study 4:
IT Sector: Client specialising in IBM collaborative technologies. Following the launch of new software, required sales support to develop a medium and long term customer base in the UK and generate an on-going revenue stream.
Client Overview:
This IT sector client works together with its customers to define, plan and implement the best possible use of Lotus Notes and Domino solutions; Specialising in IBM email and collaborative technologies, the company has been delivering upgrade services for a mature IT product for more than 10 years, with a large existing marketplace of 110 million users worldwide. During this time our client has developed best practice methods for developing Lotus and IBM services, gaining IBM Premier Partner status.
Campaign Objective:
With the launch of Lotus ND 7, our client planned to capitalise on this window of opportunity. The company approached SMART for support with their new initiative, looking to us for help develop a medium and long term customer base in the UK, to generate an on-going revenue stream for 2004/2005.
Campaign Implementation:
In a two phase campaign SMART initially supported the client in targeting a geographic market, looking at existing Lotus Notes users with companies of 500+ staff.
Our experienced team applied the proven methodology of cleansing, profiling and finally appointment setting; having identified companies meeting the following criteria:
- A large number of users (200+).
- Using Lotus Notes and Domino for email.
- Companies who implemented lotus notes several years previously and still using older versions.
Where appropriate our business developers identified specific dates for license renewal thus providing a pipeline revenue stream into the following year.
With the now developed and reliable data, SMART moved on to Phase two of the client's campaign: appointment making and attendee generation for a series of 'in-vogue' IT business seminars running during Q2, 2005.
Campaign Outcome:
SMART provided 18 sales appointments and target attendee level for each of three seminars. From one of the SMART identified contacts, our client has progressed to negotiation for the provision of 14,500 licenses.
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Case Study 3 |
Case Study 4 |
Case Study 5
