Enterprise Sales Case Study
Overview
CSD helps a leading developer of enterprise software improve revenue and strengthen their positioning in the small-to-medium sized call center market, while fostering improved channel relationships.
Situation Analysis
- The client’s entry-level product provided great value to smaller customers, yet – with a typical transaction price of $15,000 - $40,000 – was not cost effective to sell it from the field sales channel. As a result, the field was understandably more concerned with larger opportunity sales of the company’s premier product.
- The company wanted to strengthen the strategic positioning of the entry level product to protect the future customer base of its large enterprise product.
- Channel Source Direct was hired to create and deploy a comprehensive inside sales strategy, encompassing contact discovery, lead generation, product demonstration and close of sale, even including deployment and training.
Action/Solution
- CSD tied our tele-specialists into geographic regions to work in conjunction with the client’s established sales territories.
- The agents prospected and qualified their own leads, gathered all senior decision makers, performed online demos and worked through to closure of the sale.
- CSD also scheduled and coordinated installation and training with channel partners.
- For larger opportunities ($150,000 - $1 million+), the team escalated the opportunity to the appropriate field sales representative in their territory.
Value/Results
- Despite the client’s forecast of a three month sales cycle, CSD closed its first sale within 30 days of campaign launch.
- With an average package price of just $20,000, CSD’s three-person team generated more than $1 million in sales revenue in a single quarter with virtually no marketing support or other channel exposure.
- The team also developed positive relationships with the client’s field sales force and channel partners, and escalated numerous large enterprise opportunities.
- The company greatly improved its position in the smaller call center market, paving the way for growth-oriented customers to migrate to larger installments in the future.
