SAP

Overview

We helped SAP Hybris maximize traffic from their ‘Telco Accelerator’ hub and created huge opportunities for growth across Europe.

Challenge

SAP Hybris wanted to develop an efficient system of follow up, to qualify inbounds leads, gather more intelligence, and drive face to face meetings without demanding more hours from Business Development Representatives (BDR’s).

Solution

Using our Inbound Demand Generation methodology, we gained an in-depth understanding of the roles & responsibilities of target contacts, value proposition, messaging, and qualification criteria. This was finalized by developing the key qualifying questions to gain further insight and correctly establish the interest required for the BDR’s to pursue the opportunity. Using our Art & Science methodology, we then created a unique calling guide to ensure that the salient points of the offering were articulated to targeted Decision Makers. We then professionally, politely and persistently used the telephone to reach these people and have meaningful conversations.

Results

• 25 Qualified Appointments Generated
• 175 Qualified Decision Makers
• 24% Appointment Rate
• Zero time added to BDR’s

“We were delighted with the results of the Demand Generation campaign. ELEVATE’s knowledge of the tech and telco space and their ability to communicate with senior decision makers was second to none and we wouldn’t hesitate to use them as a specialty resource for our future campaigns.”  

 Stacey Trimnell-Ritchard, Global Director of Marketing, Vertical Solutions for SAP Hybris.