Case Studies

Supportsoft Case Study II:

The Need:

SupportSoft had experienced great success selling into broadband and cable providers in North America. There was a repeatable system that could be rolled out anywhere and deep company experience that could win any sales situation if they were in the running. The company had negligible broadband sales in Europe and wanted to make inroads into this huge tech marketplace. 

 

The Approach:

• Launched and managed EMEA telemarketing lead generation program to senior officers in large European Telco’s
• Hired and scripted native-speakers of German, Italian, Spanish and Swedish
• Prospected leads, build “profile maps” of internal management structure and lists of target personnel
  

 

The Results:

• Gained top-level customer interest in the offering from 20% of the target companies including such companies as BT, Wanadoo, Telefonica and TDC
• Raised awareness of the category in Europe
• Raised brand awareness of SupportSoft in all of the target companies and countries
• Started the feedback loop with our Technology Team so that work could start on customizing features for the EU marketplace (and individual countries)
• Moved the sales process forward so newly-hired EU management could hit the ground running

 

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