B2B Marketing Case Study:
Telecommunications & IT Case Study

	Sector:	Telecommunications & IT
	Marketing Services provided by SMART:	Telemarketing and Sales Lead Generation \| Data Cleansing Intelligent Customer Profiling \| Diary maintenance Inbound Call Handling & Mail Fulfillment \| Data Validation
	Target Market:	Companies with a maximum of 999 employees, across all industry sectors, in Europe and the UK.

Client Overview:

This Blue Chip telecoms client is an award winning and trusted leading provider of data, voice and managed services to businesses and governments throughout Europe. Their extensive and reliable network supports a range of customers with high performance communications and IT systems, delivering 'last-mile fibre' to in excess of 15,000 buildings in Europe. SMART successfully won the contract to supply this market-leading telecommunications company with data cleansing, customer profiling and sales lead generation services in 2006, and we continue to improve their sales efficiency and support their on-going business development throughout Europe.

Marketing Campaign Objectives:

Improve sales efficiency by enabling the client to identify and prioritise valuable accounts
Identify the value of an existing customer account list and maximise each opportunity for growth
Cleanse, verify and profile a weekly-fed list of new 'cold' contacts
Generate a consistent flow of sales opportunities to support a national salesforce
Intelligently profile and cleanse raw customer data, to create and maintain a verified database of key decision makers
Provide measurable campaign results and integrate with the client's existing CRM system

Results of Marketing Campaign:

Improved sales efficiency and support the substantial growth of the client's turnover in-line with business strategy and objectives
Qualified appointments to support the client's experienced sales team
Increased on-going pipeline visibility
Provision and maintenance of a verified database of key decision makers which is an on-going asset for future growth

We improved the sales efficiency and performance of this client's business by initially cleansing its existing customer accounts and gathering intelligence to identify those customers of real value to the client. Furthermore we were able to support them by establishing the valuable prospects within a weekly-fed list of 'cold' contacts. SMART generated a new sales pipeline to further support this client's growth by building new relationships with neighbouring companies of existing customers; we identified how they would benefit from using our client's technology that was already supplying their building.

SMART continually supports the sustainable growth of this market leading client with a constant flow of sales opportunities in line with projected targets, while maintaining a fully cleansed and verified database of key decision makers. Our Business Development Executives have established a firm understanding of the client's business across its whole portfolio. Such in-depth knowledge and understanding means we continually create valuable appointments to support the client's experienced sales team, while delivering new business opportunities and future growth in line with the client's marketing strategy.

Want to know more about SMART Marketing?

- SMART's holistic approach to B2B marketing delivers high quality, ROI, measurable results and significant growth for our clients' businesses. Each campaign is tailored to meet the client's total requirement, utilising SMART's telemarketing, intelligent data cleansing and customer profiling expertise. Call us now for a chat on 01270 503291 to discuss how we can help develop your business growth or email us and we'll contact you at the best time that's most convenient for you.