Challenge
In order to build upon its success within the enterprise space, Jenzabar aimed to increase sales efforts by adding resources to generate qualified leads. Sales executives briefly teleprospected to generate leads, but this model proved to be inefficient and costly. Jenzabar needed a partner to accomplish three objectives: Generate new sales qualified leads through Outbound prospecting Qualify and account map Inbound leads effectively and efficiently Capture critical, actionable market intelligence
Solution
Jenzabar selected dD Outbound to plan, execute, and report on each of the three objectives and, ultimately, generate revenue. Project Scope: • dD Certified Sales Development Rep (SDR) to execute prospecting efforts • Project Manager (PM) to plan, analyze, and manage program progress • Proprietary dD Sales Development Process that identifies marketing qualified leads, inside sales qualified leads, and sales qualified leads through both Outbound and Inbound channels demandDrive implemented a six month pilot program consisting of persona optimization, messaging development, and lead generation / qualification.
Results
The first 90 days of the dD Outbound pilot program, by the numbers: The forecasted ROI of demandDrive generated leads was projected at 1300% Delivering high value opps right from the start The overall projected program ROI sat at 14:1 Great outlook for the future of the relationship demandDrive was able to capture account intelligence for 28% of “un-mapped” accounts Actionable data for both the sales and marketing teams at Jenzabar
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