The largest deal in Verdiem’s history started as a PointClear-managed lead.
—Matt Heinz, Verdiem
PointClear Helps Engage Prospects Interested in Going Green to Make Green
Headquartered in Seattle, Wash., Verdiem is the leading developer of power management software for PC networks. Passionate about helping companies cut their energy costs by reducing their carbon footprint, Verdiem is driving a growing “green IT” services initiative that Forrester predicts will reach $4.8 billion by 2013.
Funded by a venture capital firm that includes Al Gore as a partner, the company is a recognized partner in the EPA’s EnergyStar program and has Premier Partner status in the U.S. Department of Energy’s Rebuild America program. Additionally, its software is approved as a conservation measure by utilities and power producers throughout North America. Verdiem began working with PointClear in 2007 to help it reach corporate decision makers and make them aware of the benefits of green IT initiatives. PointClear is an outsourced prospect development firm that assists companies in improving sales performance.
PCs are vital to business operations, yet they also consume a considerable amount of energy. For instance, the average PC uses around 600 kilowatt hours (kWh) annually. What is even more notable is that according to the U.S. Department of Energy, up to 400 kWh—a full two-thirds of that power—is being wasted because no user is present when the PC is running.
Verdiem’s flagship SURVEYOR software helps businesses operate more efficiently by putting PCs into lower power states when they are not in use. In this way, companies can save from $20 to $60 in energy costs per PC per year, with zero impact on user productivity. While this seems like an obvious win-win situation for businesses, the reality is that many budgetary decision makers aren’t even aware of the high costs of powering their PC networks, or that those costs can be easily reduced.
“One of our biggest obstacles right now is that a lot of companies simply don’t yet understand there is a problem to be solved,” said Matt Heinz, senior director of marketing at Verdiem. “They haven’t yet uncovered how much energy their PCs are wasting, or their contribution to the company’s overall carbon footprint. This makes a firm like PointClear even more important, since they first have to help a company recognize the implications, and then sell Verdiem as the solution.”
PointClear programs help companies identify and cultivate their higher-value prospects and drive revenue more effectively. PointClear prospect development associates, who are highly trained sales and marketing professionals, work as a seamless extension of the Verdiem sales team.
Specifically, PointClear prospect development associates are tasked with reaching CIOs and other senior-level executives in targeted organizations, initiating discussions about IT energy consumption and educating them on Verdiem solutions and related cost-savings. Conversations ultimately conclude with a qualified prospect committing to a next step; generally a scheduled meeting with a Verdiem sales representative.
“There are a lot of companies out there that will contact leads for you, but to do it right requires an enormous level of trust that they fully understand our message and can represent our company appropriately,” said Heinz. “We’ve developed that level of trust in PointClear.”
The largest deal in Verdiem’s history started out as a PointClear-managed lead, and there are dozens of active PointClear-generated leads currently in Verdiem’s sales pipeline.
With PointClear working on the front end to qualify leads and engage prospective buyers, Verdiem sales reps are able to use their time and energy more efficiently.
“With PointClear, we’ve essentially expanded the size of our sales force, and focused a portion of that sales force on lead generation and qualification strategies,” explained Heinz.
Verdiem targets organizations with a high PC-to-worker ratio that typically have 10,000 or more PCs. Companies fitting that profile can save hundreds of thousands of dollars annually using Verdiem’s SURVEYOR software.
Through incremental steps, PointClear prospect development associates establish a dialogue with prospects, educating them on PC power consumption issues and Verdiem’s SURVEYOR as a cost-saving solution. During this phase, PointClear associates are also uncovering information invaluable to the sales process that they share with Verdiem’s sales teams. Sales reps use this acquired intelligence to prepare for meetings, giving them a clear understanding of the client’s situation, challenges, buying timeline and possible objections beforehand.
Heinz indicated that through their informative conversations with PointClear, prospects already have an introduction to IT energy waste and what Verdiem can do to help reduce their carbon footprint while also cutting costs. “If they have this understanding and are willing to take the next step, then that’s a very high quality lead.”
Verdiem is riding the crest of the new wave of environmentally responsible companies offering innovative ways for businesses to reduce their impact on the planet while also reducing costs. This year, it is estimated that Verdiem clients will save over 100 million kWh of electricity, equating to:
“Being able to talk to senior-level IT execs and help them discover the opportunity they have to reduce their costs and carbon production is key to our company’s performance,” concluded Heinz. “PointClear plays a pivotal role in helping us reach and engage our core audience.”