InteliTarget
Success Story

• Industry – Outsourced H.R. Services Provider
• Products/Services – Human Resource and Benefits Outsourcing
• Location(s)– Headquartered in West, North American presence
• Characteristics – More than 100 employees, Less than $50 million in revenue

Situation/Opportunity

Our client, recognized as one of the 50 fastest growing companies in North America, was founded in 1996. They have grown to become a major player in the HR and benefits outsourcing business. They target the Global 1000 as their potential customer base. Growth has come from aggressive selling and partner referrals. They wanted to accelerate their growth and new customer acquisition.

The Project

InteliTarget built a Prospect Universe comprised of cross-industry companies with over 5000 employees. The target contacts were the “C level” Human Resource person as well as the CFO and the President. The objective was to find those prospects that were presently outsourcing or considering outsourcing their HR and Benefits. As we were looking for these prospects we were “taking inventory” of competitive installs and making them aware that there was a more flexible alternative that offered a family of comprehensive services.

The program gathered momentum quickly as appointments were set for the sales people with those who were considering a move within a three-month period. Another group was identified that was considering a move but the time frame was longer – six months. InteliTarget kept the longer-term prospects so that we could continue to build a relationship with them and ready them to become near term prospects.

The Result

In the first six months more than 40 excellent prospects were found. Today the program is going to be expanded to focus on newly announced services, targeted at smaller companies. InteliTarget truly functions as an extension of the sales and marketing staff.