InteliTarget
Success Story

• Industry –Human Capital Advisory Practice of a major consulting company
• Products/Services – Financial Services, Healthcare, Software, Energy, Manufacturing Global 100
• Location(s)– Global presence
• Characteristics – New initiative within an emerging practice area

Situation/Opportunity

A major consulting firm purchased an emerging technology company focused on Human Capital Management (HCM). The principles of the purchased company were HCM subject matter experts, and the consulting firm wanted to incorporate their leading edge technology into their advisory offerings and establish themselves as HCM thought leaders

The Project

The first 60 days of the program was designed to target approximately 225 leading companies and establish the initial installations of this leading edge solution. The average sale provided a recurring revenue stream of approximately $250,000 per year. The decision makers had to be C-level. InteliTarget prospected to set appointments with decision makers and to build a pipeline of prospects.

When we reached the decision makers, we needed to understand the human capital issues unique to their particular industries and relate those issues to a tangible financial impact. Our ability to tailor the message for specific industries and to engage in a consultative sell and quickly sequence the complex offerings was critical to insure success.

The objective was to secure a meeting between our client’s subject matter experts and a C-level executive responsible for human capital management with a qualified need for our client’s solution.

The Result

In the first 60 days of the program, InteliTarget produced 27 qualified meetings with a large number of executives. Our efforts helped this firm dramatically improve awareness of these HCM issues and quickly established the consulting company as the industry thought leader. The pipeline we built enabled the firm’s business development team to shorten sales cycles. The program has been renewed twice since the initial pilot. The prospect universe developed by InteliTarget is the cornerstone of this company’s high-touch business development effort and has relieved the burden of prospecting from the subject matter experts.