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Initial campaign delivers 140 qualified leads and a new focus for the company’s sales and marketing messageATLANTA, GA - May 16, 2005 - PointClear, LLC, a leading provider of outsourced Sales Opportunity Management (SOM) solutions for companies with complex sales processes, has delivered to Whitesboro, N.Y.-based ActivSoftware 140 qualified sales opportunities with a return on marketing investment approaching 10 to 1. Through SOM, ActivSoftware uncovered sales opportunities with prospects that the company had not been targeting previously and refocused its message, offer and media to address the needs and expectations of this new audience. ActivSoftware—which provides software solutions that help clients automate and manage internal and external processes—had long relied upon in-house sales staff to target, assess, and close sales with prospects. In reviewing lead generation vendors to assist with these efforts, ActivSoftware found that most used inexperienced people to reach out to prospects. “These companies would take a group of inexperienced college kids, give them a script and turn them loose on a list,” said ActivSoftware Chief Marketing Officer, Rob Thrasher. “The companies invested in their management, but not in their people on the front lines.” Thrasher selected PointClear to help uncover sales opportunities ActivSoftware had been missing. He chose PointClear not only because of the company’s experienced people, but also because of the added value of PointClear’s SOM approach. “PointClear’s process and investment in people intrigued me because I knew our company would be getting more than lead generation,” Thrasher said. “PointClear provided us with a very structured strategy and approach.” PointClear began its program with ActivSoftware in March 2005. As part of the process, PointClear tested ActivSoftware’s message on a sample of 200 prospects in various business-critical positions. They found that ActivSoftware’s message was most successful among marketing directors in companies of more than 50 employees—a change from ActivSoftware’s traditional focus. ActivSoftware Increases ROI and Sales Opportunities with PointClear“Our internal database was geared toward IT people in companies of approximately 20 employees,” said Thrasher. “Our Web site was also written for IT, not marketing people. Through PointClear, we learned to target our message to our highest-value prospects. To reach these prospects, we updated our Web site and communications materials to speak to those people who would be most interested in us.” At the conclusion of the program, in April 2005, the PointClear team had contacted more than 2,500 prospects and generated approximately 140 qualified leads for ActivSoftware. A return on investment of ten times the company’s initial investment is anticipated once ActivSoftware closes opportunities generated in the program. Our Sales Opportunity Management process is unique in its ability to help clients like ActivSoftware realign and refocus their messages and sales efforts so that they are talking to the right prospects at the right place and at the right time in the sales process,” said Dan McDade, president and CEO of PointClear. “We are pleased that our efforts have helped ActivSoftware uncover additional revenue opportunities, and are confident that the momentum we built together will continue to deliver qualified sales opportunities to our client over time.” About ActivSoftware About PointClear Contact Information: |
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