Company - Client Successes

An established applications software vendor launching a new product line. The client needed to deliver a fully integrated, 360 degree, marketing and sales package for the new product. These services included; prospect database list acquisition and scrubbing, collateral development, direct marketing campaigns, scripting services, lead generation and qualification, event promotions, live product demonstrations, contract negotiations, closing deals, and ongoing process feedback.

The Need:

• Generate qualified sales leads and closed sales.
• Create awareness and conduct market research into various geographical regions.

The Challenge:

• Our client had limited sales resources and expertise.
• The client's current sales and marketing resources did not have capacity to generate enough qualified leads.
• The client had developed a great product, but needed to generate demand.

Virtual Causeway's Solution

• Prospect database creation and management.
• Telesales efforts into targeted accounts.
• Funnel management, and sales forecasting.
• Closed loop lead generation and sales feedback.

Virtual Causeway's Results:

• Generated sales for the client, with minimal financial risk.
• 300% increase in the client's sales funnel within three months.
• Landed key 'signature' accounts for the client.
• Honed the client's sales and marketing strategy to more effectively market their products.
• Increased broad market awareness and penetration.

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An international distributor of complex computer products, solutions and services

The client was struggling to generate enough qualified leads for its sales organization, and was on the verge of a major new national product launch. They needed to implement a closely targeted lead generation campaign focused primarily on producing qualified leads, and secondarily developing overall product awareness through the delivery of collateral and product demonstrations.

The Need:

• Generate qualified sales leads.
• Create broad company and product awareness in-front of a major national product roll-out.

The Challenge:

• The client needed a solution that integrated seamlessly with their existing marketing efforts, including direct mail, advertising, email and web-based initiatives.
• Their existing marketing programs had generated little response from prospects.
• Prospect list quality was suspect.
• The product was technical in nature and required technology-savvy tele-professionals to drive the marketing efforts.
• The target audience was high-level executives of large corporations that were difficult to reach.

Virtual Causeway's Solution:

• Lead generation efforts into the client's existing installed base.
• Database management support including: list management, list scrubbing, account blueprinting.
• Database creation that could be leveraged, and built upon, after project completion.
• Developed a closed loop lead feedback business process which allowed the customer to dynamically tailor the marketing messaging according to Virtual Causeway's feedback.

Virtual Causeway's Results:

• Generated an order of magnitude higher than response rates from all other marketing efforts – in the pilot program alone
• Our client was so impressed; they decided to roll the program out on a national basis.

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One of the leading consulting and market research firms in the technology industry.

Their client was one of the premier providers of computer hardware, software and services worldwide. This client required Virtual Causeway to conduct a global survey to study hardware and software procurement through e-commerce sites. The survey focused on large corporate account holders and their satisfaction with e-commerce procurement sites.

The Need:

• Determine the satisfaction of customers that procured equipment through e-commerce portals.
• Compare their customers' experiences with that of their competitors.
• Gain feedback about the purchasing process, relative to their competition to better understand their customer base.

The Challenge:

• The surveys needed to be completed in four territories, worldwide including: North America, Europe, Latin America and Asia Pacific.
• Virtual Causeway received multiple lists that were outdated. Those for Europe and Asia Pacific had no contact information.
• Due to the global nature of the study, multiple foreign languages were required.

Virtual Causeway's Solution:

• Development of alternative contact lists, providing key contacts in all territories leveraging Virtual Causeway's internal databases.
• Database creation to support targets within the Asia Pacific and European regions.
• Multiple language support in four different languages (French, Hindi, Spanish and English) to complete the global mandate. Often translating the survey ‘on the fly' to respondents.
• Client portal development for access to progress reports and ongoing data collection.

Virtual Causeway's Results:

• Completed this global study for 2 competing companies – on time and on budget despite a variety of unforeseen hurdles.
• The client expanded its use of Virtual Causeway to a number of new market research projects.

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