Redknee
How do you increase ROI before and after a tradeshow without distracting sales?
Overview
ELEVATE helped Redknee maximize their investment at Mobile World Congress and drive immediate and future pipeline opportunities.
Challenge
The Redknee (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.”
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 Redknee to maximize their time.
A list of 99 potential hot target companies was identified by Redknee, 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.”
The Results
- 20 C-Level appointments generated at MWC Barcelona.
- 324 relevant decision makers identified across 99 target accounts.
- Back office support during MWC to ensure that meetings went ahead as planned.
- Over 20% appointment rate.
- Zero admin added to Sales team.
