B2B Marketing Case Study:
Telecommunications Marketing Case Study

	Sector:	Telecommunications
	Marketing Services provided by SMART:	Qualified Appointment Generation \| Telemarketing Sales Support Database Cleansing \| Intelligent Customer Profiling \| Diary maintenance Inbound Call Handling & Mail Fulfillment \| Data Validation
	Target Market:	Corporate telecoms users

Client Overview:

This Blue Chip client is a leading international telecommunications company, with customers in 80 countries. Established for over 130 years, the client has constantly embraced the latest technological advances in order to serve its customers' needs and remain at the forefront of its field. The client's company operates within B2B and residential markets, providing a portfolio of products and services.

Marketing Campaign Objectives:

Generate a consistent flow of qualified business lead generation for the client's external sales force
Support the partner/wholesale channels with new business development
Intelligently profile and cleanse existing customer data
Create and maintain a verified database of targeted prospects and key decision makers
Create and manage a pipeline of longer-term business opportunities
Integrate with the client's existing CRM system

The client needed a specialist telemarketing/marketing organisation that could generate qualified appointments for its regional sales division. They approached SMART to fulfil this requirement and to support their external sales force, tasked with generating new business and managing pipeline business opportunities with prospective clients; to deliver results in line with sales targets.

Results of Marketing Campaign:

Supported the successful growth of the client's regional sales force both in both the private and public sectors
Achieved substantial regional market growth
Provision of on-going pipeline of new business to ensure sustainable business growth
Implemented flexible marketing campaigns designed specifically in line with the customer needs identified by intelligent on-going profiling.
Put the client in firm control of measuring the performance of their partners by supporting the management of partner channels and enabling the client to measure performance statistics of each partner 24/7 through SMART's exclusive client extranet
Supporting 28 partners within the sales channel
Carried out campaign programme to support wholesale business
Handle national inbound enquiries inclusive of email and phone enquiries
Generate direct sales and quality appointments within both the public and private sectors
Enabled account managers to identify other areas of business to maximise the portfolio
Created database became an asset client could identify customer's requirement for planned growth, enables them to adjust and re-brand their product in line with customer requirement

We have built a very close working relationship with the client - working as 'one team' with 'one objective'. We ensure the client's external sales force receives quality appointments that meet with their qualification criteria, to ensure new business opportunities are generated. All long-term business opportunities are managed by the BDEs until the prospective customer has a business need for our client's products or services. The SMART team consistently analyses and monitors each market opportunity via stringent data cleansing and profiling. This ensures that the necessary intelligence is delivered to our client efficiently. They have a constant 'finger on the pulse' and can evaluate the market which gives them a far greater understanding of their customers' needs.

Due to client confidentiality, we cannot disclose the tremendous financial targets that we have helped the client to achieve. However we are in a position to provide references on request.

Client Testimonial:

SMART is the MI5 intelligence centre of our business, becoming an integral part of our marketing strategy, helping us to realise and reach our full sales potential. When outsourcing to an external supplier, you never really know how dedicated they will be to your business. We have found the SMART team to be dedicated and committed - we feel we work as one team.

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.