B2B Marketing Case Study:
Sports & Team Shirt Sponsorship Case Study

	Sector:	Premiership football team shirt sponsorship \| Sporting Social Event Promotion Conference and Corporate Hospitality Facilities
	Marketing Services provided by SMART:	Qualified Appointment Generation \| Data Cleansing & Management Data Sourcing \| Intelligent Customer Profiling
	Target Market:	Company Directors \| Senior Executives \| Promotions and Marketing Managers across all industries

Client Overview:

SMART had already developed a strong working relationship with this premiership football club with a successful campaign to promote its high quality hospitality and conference facilities. Following this success we were awarded a further contract, this time to support the club to gain football shirt sponsorship.

Marketing Campaign Objectives:

Define, intelligently profile and cleanse the client's raw customer data, to create and maintain a verified database of key decision makers
Source a new additional database of key decision makers with a valued interest
Deliver a database of potential sponsors
Generate pre-qualified, high quality appointments with potential sponsors
Nurture a pipeline of longer term lead generation opportunities on behalf of the client, ensuring that each prospect receives appropriate follow up collateral and call backs at the agreed intervals

The client's business objective was to engage with key decision makers at large companies to promote the availability of the team's shirt sponsorship.

Results of Marketing Campaign:

Supported the growth of the client's business
Reached identified key decision makers at director and senior management level
Increased ongoing pipeline visibility
Provision of a verified database of key decision makers
Raised client's profile as a leading sponsorship vehicle
Identified opportunities for second tier partnerships
Identified opportunities for corporate hospitality

The club received an excellent direct response to our introductory material and SMART's successful campaign has initiated discussions with various key decision makers with a view to completing a sponsorship deal. Furthemore we have maximised on every contact made with prospects, to identify a secondary pipeline of prospects who declined to become sponsors, but may still offer valuable business opportunities in the future in other areas of the client's business.

SMART provides a controlled environment with established proven processes in place to build strong business relationships over a long period of time. We successfully built on the client's premiership reputation to increase awareness of the availability of shirt sponsorship with key decision makers, across multiple market sectors, while continuing to manage and nurture the prospect pipeline. This growth in sales enabled the client to invest further in their club and enjoy planned, sustainable business development.

Following the success of SMART's marketing campaigns, we continue to support the client and deliver flexible on-going programmes. Our marketing expertise has built very strong relationships between the client and the business community in both the public and private sectors.

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.