Cisco UCS Lead Generation

A campaign to generate qualified sales opportunities and trackable pipeline & better understand how their use of IT was changing over time.

Cisco UCS Opinions website

TBT targeted 8000 active and dormant Cisco UCS end users (phone & online survey). End users were called and asked to answer several questions to gather information on satisfaction levels and to identify new project/sales opportunities for additional Cisco products. If a customer was not contactable, a link to a dynamic survey was sent. TBT reported the lead progress weekly and talked through each lead on a client call.

What we delivered

Segmenting two customer categories – nurture (active) and reactivate (dormant). Script development, data cleansing and job title profiling

End users called – asked several questions to help identify new project/sales opportunities for additional Cisco projects

Categorisation of leads – hot/warm etc, very hot leads were reported immediately to Cisco (lead summary sheet)

Weekly reporting – of all lead progress and detail (SFDC format)

Satisfaction survey – reported monthly, including waterfall charts/satisfaction variables etc

Recommendations provided – covering messaging and engagement across end users and channel

Dynamic online survey – questions altered depending on answers

"We invited TBT to gather some customer feedback, but we actually got so much more. The whole set-up, process and approach of TBT meant they not only gathered feedback, but they also uncovered and shared clear and pursuable leads, as well as a well-structured and detailed reporting mechanism."

Brad Scyrkels

Head of EMEAR Datacenter Business Operations & Product Management, Cisco

Following the success of the campaign, TBT was asked to replicate the approach for converged infrastructure customers and hyperconverged accounts, both with similar success.

Outcomes

$7.81m

Trackable Pipeline Revenue Identified

174

Hot Leads

77

Warm Leads

251

Total Leads

Want to start a conversation?

Get in touch

We use cookies to ensure you get the best experience on our website. Learn more