RESOURCES  >  CASE STUDIES Enterprise Sales 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 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. Return to Case Studies Directory
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