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Largest Deal in Verdiem’s History Begins as PointClear Lead Verdiem, the leading developer of power management software for PC networks, turned to PointClear in 2007 to help reach decision-makers at large companies with 10,000+ PC users. The Seattle-based “green IT” company needed a prospect development partner to raise awareness of the high costs and energy inefficiency involved in powering PC networks continuously. The Verdiem solution, SURVEYOR, puts client PCs into lower power states when not in use. The result is significant energy cost savings and reduced environmental impact—with zero impact on user productivity. Through incremental steps, PointClear associates establish dialog with prospects, educating them on power consumption issues and the Verdiem solution. With PointClear working on the front end to engage prospective buyers, Verdiem sales reps are able to use their time more effectively. Verdiem’s largest deal to date started with a PointClear lead: PointClear turned this educated prospect over to sales, along with acquired intelligence about the unique situation, challenges, buying timeline and possible objections. Sales was able to quickly close the deal and move to the next PointClear-qualified opportunity—an efficient process that significantly benefits the Verdiem bottom line. PointClear Delivers 422 Qualified Sales Leads to Ingenix in Final Half of 2007 Ingenix, a wholly owned subsidiary of UnitedHealth Group (NYSE: UNH), was looking to influence sales outcomes and increase revenue. The Minnesota-based healthcare information and technology organization choose PointClear as its outsourced sales lead management partner in late 2006. Following a database-cleansing activity to refine Ingenix's lists and prioritize prospects, PointClear validated lead management practices through a pilot program. PointClear then launched an extended, multi-touch campaign in support of Ingenix's new MedPointTM for Hospitals technology, a web-based tool that provides real-time prescription history to help hospitals minimize medication reconciliation errors. Within a seven-month timeframe, PointClear associates delivered 422 qualified sales leads–chief medical officers and directors of pharmacy and nursing. And, these prospects were ready-to-buy, according to Ingenix VP of Marketing Operations, Angela Bailey. "The lead quality has been exceptional," she said. "We've been very satisfied with the results." SafeHarbor Anticipates Multi Million Dollars in Revenue from PointClear Leads Generated During Three-Month Pilot SafeHarbor designs and rapidly deploys online customer support environments for companies such as American Airlines, IBM, T-Mobile, Washington Mutual and SunTrust Banks. The Washington-based company needed an outsourced sales lead management partner to help generate prospects interested in solutions that help increase self-service rates, reduce interaction costs and improve customer experience in consumer electronics, communications, banking and financial services industries. The pilot program, launched in October 2007, yielded 31 bona fide leads to the SafeHarbor sales team, with an additional 19 being nurtured in the pipeline. Based on lead quality, SafeHarbor anticipates closing a significant share of the identified business. "If we close even 30 percent, it could be worth several millions dollars in revenue," said SafeHarbor VP of Sales Dianne West. The expanded multi-touch lead generation program continues into 2008. PointClear Delivers 55% of CenterBeam's Closed Business in First Six Months An IT services company, CenterBeam was facing challenges turning prospects into sales after entering a new market. After finding that lead generation alone wasn't enough to convert prospects into buyers, CenterBeam turned to PointClear and the company's Sales Opportunity Management™ process to bring efficiency and effectiveness to its sales process. PointClear reduced CenterBeam's target universe through modeling and analysis and identified the right executives at prospect organizations to engage in peer-to-peer conversation. After just six months of working together, PointClear was delivering 25 percent of CenterBeam's new customers - and 55 percent of closed business. Indus International Increases Its Pipeline by $17.3 Million in 14 months When PointClear began working with Indus International, Inc., a leading provider of Service Delivery Management solutions, Indus had been relying solely upon in-house sales staff and experienced many of the common pains, including lack of timely follow-up and the more immediate - RFPs and special projects - prioritized over the longer term opportunities. PointClear utilized analysts with industry experience to optimize Indus' sales process and establish a meaningful dialogue with and expand the company's prospect list. After 14 months, Indus had a multi-million dollar pipeline - with $17.3 million in qualified buyers - and had received over 150 sales opportunities from the PointClear team, resulting in significant closed business. PointClear Identifies Ready Buyers Among Nearly 15,000 "Leads" for InsightExpress As a leading online market research firm, InsightExpress helps clients such as Ben & Jerry's, Adobe, Time, and Google™ obtain the data they need to make the right business decisions. Because the company's marketing team was identifying unqualified leads at an overwhelming pace, InsightExpress turned to PointClear for in-depth qualification of the nearly 15,000 leads they generated annually. By pursuing under-penetrated verticals for InsightExpress, PointClear uncovered qualified opportunities to build pipelines for their vertically focused sales team. For each opportunity, PointClear provided thorough documentation and an actual recording of the lead conversation so that their representatives could address prospects' specific, stated needs. As a result, InsightExpress representatives' process of building a pipeline and selling was greatly accelerated. PointClear Identifies Higher Value Prospects And Generates 140 Opportunities For ActiveSoftware ActivSoftware, a provider of cutting edge e-mail software and development
tools, was using an in-house sales team to identify and qualify
prospects, but the Chief Marketing Officer needed more effective
processes and better results to drive new revenue. |
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