A global IT services and solutions provider. Ranked among Top 10 Indian IT Companies. The named account was one of the must Win/Whale-Size account for the client. They were looking for support to its senior sales representatives through an in-depth market intelligence on the relevant decision makers.
The client wanted us to launch a quick and aggressive campaign to help them meet/connect with decision makers and influencers in named account for its Generic IT services.
Beyond Codes launched the focused Named Account campaign to Harpoon client’s Whale account. The typical duration was up to 1 year that included detailed profiling of named account.
Beyond Codes adopted Call SMART model by researching named account before first client contact. Short 1 page documents, detailing a brief business and technology profile including details relevant to the campaign message were prepared on every prospect. This eliminated the perils of cold calling. The lead generator was able to connect with the prospect better and probe about the forthcoming initiatives. Well informed calls helped in efficiency in the calling activity, shortened the time to secure introductory meetings and increased the ROI on the first interaction with the prospect while creating good first impressions on behalf of the client.
This resulted in meetings with Decision Makers genuinely interested in the client offerings thus revealing well-defined business opportunities. Within a span of 12 months, the client received a steady flow of 46 meetings in its Named Account. In addition to securing meetings, Beyond Codes organized a Golf Event & a Wine & Cheese Dinner for building deeper relationships with the Prospects.