InteliTarget
Success Story

• Industry – Supply Chain Management
• Products/Services –eProcurement and Supplier Relationship Management solutions for F-1000
• Location(s) – Headquartered in Southeast, International market presence
• Characteristics – Six figure enterprise solutions, numerous influencers and decision makers

Situation/Opportunity

A leader in the eProcurement and settlement space, the company wanted to move up the value chain of its existing customer base and be viewed as a strategic partner of new customers in the area of strategic sourcing and the emerging arena of supplier relationship management. In order to meet and exceed their growth objectives, they wanted to acquire new customers in markets where they had little penetration. They were very skeptical – unsure that InteliTarget could understand their business much less identify, qualify, and engage potential new customers.

The Project

We launched a pilot program focusing on CPG, AEC, and financial services companies. During the pilot, we began to expand the project to include some larger companies ($5 billion +) where they wanted a “foot in the door.”

InteliTarget and the client worked collaboratively to refine the value proposition and to coordinate direct marketing activities. A calling Universe was built, training was completed, and role-playing was done with the client. After the first two weeks, the client began to think that their initial assumptions were right (“We signed these people last week why have they not produced?”)

By the end of the third week, we had engaged a marquee company as an “A” prospect. While the client was busy readying themselves for the initial call, several more opportunities were uncovered. These opportunities ranged from our client’s established eProcurement and settlement solution to its new suite of Supplier Relationship Management solutions.

This effort required a great deal of upfront preparation and in-depth understanding of the target decision maker and influencers as well as the process and timeframes for making decisions – which could be multiple years.

The Result

The trial ended with the client involved in more than forty good opportunities. InteliTarget truly became their inside sales team, working as an extension of their sales and marketing resources to find near-term opportunities and build a pipeline of sustainable business.