OPTIVA
ELEVATE helped Optiva maximize their investment at Mobile World Congress and drive immediate and future pipeline opportunities.
CHALLENGE
The Optiva, Inc. sales team was focused on existing customers and driving the company’s sales, however they needed to increase the volume of opportunities with new logos, without increasing headcount and distracting the sales teams focus away from existing deals. As MWC was fast approaching, this was an opportunity to expedite the growth of their sales funnel by meeting with a number of new target customers in a small amount of time.
We considered a number of factors when choosing a partner for this project. We ultimately chose ELEVATE because of their sense of urgency and high level of professionalism.
– Global Demand Generation Manager
OPTIVA
SOLUTION
Using our Trade Show Appointment Setting methodology, we gained an in-depth understanding of the roles & responsibilities of target contacts, value proposition, messaging, and qualification criteria. This was finessed by developing the key qualifying questions to gain further insight and correctly establish the interest required for Optiva to maximize their time.
A list of 99 potential hot target companies was identified by Optiva, then using our Custom Contact Data Acquisition methodology we ensured the correct C-Level decision makers were identified together with all their correct contact details.
Our team then professionally, politely and persistently used the telephone, email and text to reach these people and have meaningful conversations. The qualification process was used to qualify each person and arrange meetings where solid interest had been established.
ELEVATE went above and beyond. They were persistent in getting us our targeted number of meetings, even if our clients did not attend the congress.
– Global Demand Generation Manager
OPTIVA
RESULTS
20
C-Level Appointments Generated at MWC
234
Decision Makers Identified Across 99 Accounts
over
20%
APPOINTMENT RATE
0
ADMIN ADDED TO SALES TEAM
COMPLETE
Back office support during MWC
ELEVATE’s persistence and high level of transparency throughout this campaign was excellent. They kept us informed every step of the way. We were very pleased with ELEVATE’s expertise and professionalism with handling every challenge that arose. We will certainly use them again for our next event.
– Global Demand Generation Manager
OPTIVA
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