InteliTarget
Success Story
- Industry – Consulting Services
- Products/Services – Process Improvement, Project Management, and Strategic Business Consulting
- Location(s)– Headquartered in Mid Atlantic, National market presence
- Characteristics – More than 600 employees, more than $100 million in revenue derived from Federal and Commercial Markets
Situation/Opportunity
Our client, a highly respected consulting firm that competes with the most well recognized names in the business, wanted to increase efficiency in gaining access to “C level” decisions makers. The employees, tasked with finding the right opportunities, are highly educated, highly paid, subject matter experts that needed to be spending their time in front of the decision makers, closing business – not finding the potential opportunities.
The client had outsourced high-level appointment setting and prospect development before with limited success and was very skeptical about InteliTarget’s ability to make this happen. They, in fact, had plans to create an inside presales organization – just the type of challenge we like!The Project
InteliTarget proposed a pilot project and agreed to work with the newly hired inside sales team. The goals for the pilot were established and the effort began.
InteliTarget built a Prospect Universe of all the potential prospects that fit the profile and segmented them by industry. Extensive training was completed with the assistance of the client. The objective was to:
- Build a prospect database in targeted vertical markets that could be used by the client during the project and would become their intellectual property.
- Uncover short-term revenue opportunities
- Build a pipeline of potential longer-term opportunities
- Provide feedback based on prospecting activity and InteliBase analysis that tracked:
- Success by industry
- Success by application
- Success by geography
- Success with decision maker and influencers
- Assist in honing the marketing messaging by providing feedback – which approaches were most successful.
The Result
InteliTarget surpassed all expectations and built excellent relationships with the client’s sales people. After the pilot ended, the agreement was extended for the remainder of the year – now almost two. Based on the success of the program, InteliTarget and the client are crafting an agreement that will position InteliTarget to assume all of the activities the client had intended to bring inside. In addition InteliTarget is also working on becoming the training ground for their outside sales people – after they have worked prospecting for a year there is an opportunity for them to transition to the client’s sales organization. GREAT LONG TERM RELATIONSHIP FOR INTELITARGET AND THE CLIENT – WE TRULY BECAME AN EXTENSION OF THEIR ORGANIZATION. .
Main Number: (540) 409-4800 • Fax: (540) 662-3233
Copyright 2005 InteliTarget, Inc.