Fill the Sales Pipe in 90 Days

A leading global provider of solutions that manage supply chains, inventory and omni-channel operations. After acquiring an inventory optimization solution, they needed to build awareness and quickly create a qualified pipeline for sales.

A new solution in the portfolio and 90 days to turn it into a qualified pipeline.

We started with custom list development within the top 500 companies that fit the solution — identifiers included high SKU count, multiple distribution centers and a complex supply chain — then developed custom messaging validated with C-level and VP decision makers. Our integrated approach covered every communication preference: dimensional mailer, email, long-copy direct mail, custom landing pages by role and responsibility, and a tailored outbound calling program. Qualified leads were compiled, noted and scored, with a daily hand-off session with the sales department.

Within 90 days, the program generated qualified meetings with CEOs, CFOs and VPs at 57 companies. It was also recognized as “Best of Division” for Lead Generation by the national Business Marketing Association.