IT Software Solutions - Digital Dictation Solutions
Being a UK based company, Big Hand investigated several outbound telemarketing companies to support with lead generation and supply of leads to their Australian based Country Manager.
Big Hand commissioned The Lead Generation Company (LGCo) for a pilot campaign as an outsourced partner for lead generation in 2007/2008. LGCo put forward a 3 month test of the solution to highlight their capabilities with the aim being to work towards a mutually beneficial lead generation relationship.The purpose of the service was for LGCo to set face to face appointments within the professional services verticals interested in Big Hand’s digital dictation solutions.
LGCo assigned an account manager with suitable background/experience for Big Hand campaign who's role was to make the actual telephone contacts, promote Big Hand solution to firms ranging from medium to large corporates and generate high quality leads enabling Big Hand to focus on the final sales process.
The preservation of Big Hand branding was crucial as a new entry into the professional services vertical within Australia. LGCo ensured a meeting with account manager was important prior to commencing the campaign to ensure we were happy with the quality of person representing our brand in the market which was of great importance. The quality leads and opportunities gained from the pilot campaign has made the choice to move forward into an ongoing business relationship with LGCo an easy decision.
Big Hand have contracted LGCo as our sole provider of lead generation and sales support and have entered a relationship for the next 12 months. Big Hand would like to thank LGCo for their ongoing dedication and assistance to break into the Australian markets. Big Hand has been very impressed with the service provided by LGCo and are also discussing with LGCo the possibility of extending the lead generation process to additional verticals and the possibility of providing a lead generation support service for New Zealand leads and opportunities.
Tom Nockolds
Country Manager for BigHand in Australia
BigHand
IT Software Solution - Project Planning
The Australian arm of Datawatch engaged The Lead Generation Company (LGCo) to conduct a pilot campaign to assist with their business development program. Datawatch has several key sales representatives in Australia however they have no custom lead generation partner. Upon meeting with the directors at LGCo it was obvious that the LGCo boutique model was an ideal match for the Datawatch project. Datawatch needed a service that was unique and heavily focused on quality not quantity. Datawatch was clear on the target audience and knew that they required a partner that delivered a professional service and a partner that was confident in discussing the Datawatch offering to key decision makers.
In the pre-campaign strategy meeting it was decided that the appointments generated by LGCo would be webinar appointments as the meetings were focused on a technology demonstration. LGCo prepared a call guide for off the phone training and role play and the content for a support email. These documents were signed off by Datawatch before the campaign commenced. LGCo dedicated an account manager to the campaign whom we met with several times for training and product knowledge purposes. There was also a training manager to assist in pre campaign preparation and a quality control manager during the campaign.
The pilot campaign proposed by LGCo was aimed at securing webinar appointments with leading government councils Australia wide, over a two month period. LGCo would be responsible for the entire lead generation process to the point of the prospect attending the webinar. LGCo educated and gauged the interest of key decision makers, booked appointments, confirmed appointments and handled any rescheduling. Each day we were provided with a list of the webinar appointments
booked and an overall campaign report each two weeks. The pilot process was transparent and LGCo communicated with Datawatch on each part of the pilot.
The pilot campaign proved to be a great success and LGCo were a fantastic company to work with. Datawatch is again engaging LGCo for another project based on the results derived and the return on investment from the pilot campaign. Datawatch highly recommends the service provided by LGCo and look forward to a strong on going partnership.
About Datawatch Corporation
Datawatch Corporation is a leader in the rapidly growing Information Services market space. By providing solutions that build on a Service Oriented Architecture (SOA) framework, Datawatch allows organizations to access, enhance, analyze and deliver information from wherever it resides inside or outside the enterprise to solve business problems. Datawatch products are used in more than 20,000 companies, institutions and government agencies worldwide. For more information, visit www.datawatch.com
David Lloyd
Director
Datawatch
Finance Industry
B Capital is a full service finance broking firm which assists new and existing businesses with financial solutions. The company approached LGCo in November 2005 to discuss the potential for a telemarketing campaign to attract new customers. After several meetings with the client to brainstorm ideas, we developed a strategy for a pilot campaign targeting two areas:
1. Accountants to set up referral relationships; and
2. Franchise owners as B Capital is a member of the Franchise Council of Australia
LGCo assigned an Account Manager to make the calls, prepared a different script for both parts of the pilot telemarketing campaign, procured both accountant and franchisee data, developed an email strategy, set up the campaign and conducted internal training to commence the campaign.
The difference between a basic call centre type “telemarketing” campaign and the professional highly targeted B2B lead generation process performed by LGCo quickly became evident with the success of our message with the Franchisees.
B Capital was not getting the same traction with the Accountants and, after further discussions with the client’s management, LGCo identified numerous reasons for this and decided to re-focus solely on the Franchisees.
The pilot campaign was extremely successful with 91 appointments generated as well as numerous future leads and a strong permission based email marketing list.
"Telemarketing campaign implemented by LGCo was so successful that towards the middle of the pilot the number of leads generated was too many for our resources to effectively follow up and after further discussion with LGCo we decided to slow the pilot to an appointment level that we could facilitate. This lengthened the campaign and demonstrated that LGCo was looking after the interests of our business.
We began to see a good return from our investment with LGCo and this has continued to increase. B Capital has partnered with LGCo for our proactive marketing and lead generation for over 6 months and we highly recommend them based on our experience."
Benn Oppy
Director
B Capital
Automotive/Fleet Management
Caltex Australia first commissioned The Lead Generation Company (LGCo) for a pilot campaign as an outsourced partner for our lead generation in October 2005. LGCo put forward a 2 month test of the solution to highlight their capabilities with the aim being to work towards a mutually beneficial lead generation relationship. The purpose of the service was for LGCo to set appointments with companies owning over 50 vehicles which would consider Caltex's Starfleet and Starcard fleet management service.
LGCo initially consulted with Caltex and then procured the data for the project, as well as developing a telephone based call guide and email strategy. They assigned an account manager for our campaign who's role was to make the actual telephone contacts, as well as managing our diaries and providing regular reports. We met with our account manager prior to commencing the campaign to ensure we were happy with the quality of person representing our brand in the market which was of great importance to us.
Over the two months of the pilot campaign, LGCo generated in total 35 qualified, face-to-face appointments with companies interested in evaluating our fleet management service. In conjunction, they also generated 14 future appointments with companies whose fleet management service contracts were to expire within the next 12 months, as well as building a permission based email marketing list.
After the pilot campaign, we decided that the results and potential return from our investment warranted a longer term contract. Not only were we satisfied with the appointment numbers, but were very happy with the overall professionalism and quality for services.
We re-commenced the campaign in February 06 and LGCo continue to manage all our appointment setting and lead generation on an ongoing basis. We have increased the scope of the service to include appointments for our sales consultants Australia wide. Throughout 2007, the appointment numbers have continued to improve, and we have averaged 45 appointments per month. LGCo has also managed to build a comprehensive email marketing list with a diverse range of fleet managers across Australia.
Overall, Caltex Australia has been very impressed with the service provided by LGCo and are also discussing with LGCo the possibility of extending the lead generation process to additional Caltex products and services.
Malcolm Young
Business Development Manager
Caltex
Print Management
"Upstream uses a variety of lead generation models, and LGCo has been one of our most successful.
The team is results-oriented, resourceful and flexible -- not to mention good fun to work with."
Cristin Balog
Executive General Manager
Upstream
Electrical/Safety & Compliance
"I can confidentially recommend LGCo’s service to any business looking for a complete professional solution for all their lead generation requirements. The service provided has seen my company grow significantly and enabled me to secure new business contracts with high profile companies in Australia"
Jeff de Longville
Director
JDL Testing and Tagging
Business Consultants
“Lead Generation are fantastic to deal with. They are friendly and easy going but at the same time professional – and they get the job done."
"They are very communicative, we get daily updates from them regardless of weather they make an appointment or not. In situations where they don’t make appointments we still get an overview so we know how our hours have been spent. In turn we give them feedback about the processes and they always take that on board and we always see immediate change. They have made a big difference in the progress of our company in Australia.”
Jacinta Whelan
Resources Global
Business Advisors
Paul is an accredited associate of the Institute for Independent Business.
“We have used LGco for lead generation for three years now and have been continually appreciative for the consistent supply of quality contacts they have supplied for us. We have recommended them to associates and clients who also report success and a great level of personal service. We don’t look anywhere else now as all the alternatives cost us more and have unpredictable results.”
Paul Franklin
CEO of Robert Franklin Pty. Ltd. Trading as Forensis.
Forensis
Financial Consultancy
"I cannot rate the Lead Generation Company highly enough. I have found their service to be of the highest level and they have exceeded my expectations in every step of the way. I have found their understanding of their industry to be excellent and the staff are friendly and professional. They always deliver on the promise so we get good results."
David Bartlett
Leadenhall
Leadenhall
Master Data Management
“I have found the staff at Lead Generation to be friendly, efficient, cost effective and responsive. They are very professional in the way they deal with us and we are more than happy with the results.”
Happy LGCo client
Business Advisors
"UCMS have partnered with The Lead Generation Company as an additional resource to compliment our internal business development team.
LGCo provided the option of trialing their services by conducting a pilot campaign to both test their services and also approach our target audience to gain an understanding of results prior to committing to an ongoing relationship.
UCMS have found the pilot campaign to be successful and to provide immediate opportunities and return on investment.
In fact, the largest project in the history of UCMS Academy was closed from a lead generated by LGCo!
UCMS are pleased to encourage companies wishing to increase their sales revenue to contact LGCo!"
Leonardo Arantes
Business Development Manager
UCMS Group
