B2B Marketing Case Study:
IT Sector Marketing Case Study

	Sector:	IT
	Marketing Services provided by SMART:	Qualified Appointment Generation \| Seminar Management Diary maintenance \| Inbound Call Handling & Mail Fulfillment.
	Target Market:	Lotus Notes users with companies of 500+ staff

Client Overview:

This IT sector client works together with its customers to define, plan and implement the best possible adoption 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.

Marketing Campaign Objectives:

Develop a medium and long term customer base in the UK for new business and licence renewal business
To intelligently profile and cleanse existing customer data, to create, maintain and maximize a verified customer database
Generate an on-going revenue stream

The client's objective was to reach Blue Chip organisations with large numbers of staff using Lotus Notes and Domino for email; and large companies who had implemented Lotus Notes several years previously and had not upgraded and were still using older versions.

Results of Marketing Campaign:

Supported the client in achieving an increase in turnover in line with their Blue Chip objective
One appointment alone progressed to negotiation for the provision of 14,500 licenses.
Provision of a verified medium and long-term database of targeted customers
Achieved target attendee levels for the client's IT business seminars
Provision of increased and additional pipeline revenue stream

SMART initially enabled the client to successfully capitalise on a unique window of opportunity presented by the launch of Lotus ND 7. We supported the new marketing initiative and developed a medium and long term customer base in the UK to generate an on-going revenue stream. In a two phase campaign SMART firstly supported the client in targeting a specialised market and identified companies meeting the client's criteria by applying our proven methodology of cleansing, profiling and finally appointment setting. We then identified specific dates for license renewal among customers, thus providing our client with an additional pipeline revenue stream.

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.