A demand gen campaign built on audience insight.

Cisco, a leader in IT, networking and cybersecurity solutions approached us to support their Datacenter business and their efforts to engage with existing Cisco end-users across Europe, Middle East, Africa and Russia (EMEAR).


Provide insight and clarity on existing customer satisfaction post-sale engagement, matching lead categories to Cisco’s internal SFDC scoring system.

Deliver leads and pipeline revenue through the creation of a structured reporting cadence and dashboard.

Target Audience

End User Commercial Customers – Cisco Install Base

Geographic Coverage


The Solution

The priority in the brief had been to deliver clarity and insight on their end-users, however, in doing so TBT were able to obtain robust post-sale insights, which would go on to generate qualified leads for their Unified Computing System (UCS) solutions.

By creating a dynamic campaign, we helped Cisco understand post-sale product, aftersales service and pricing satisfaction, combined with discovering new opportunities. This meant we could prioritise core messaging dependent on where in the buyer journey a possible lead was. Drafting a calling script to match, based on a dynamic lead qualifying digital survey and transferring actionable knowledge and insight to the calling team.

Working collaboratively with Cisco, to define a mechanism to segment data and report leads, TBT ensured all campaign recommendations were based on sustainable insight as a result of the activity that matched Cisco’s requirements and internal systems.

What We Delivered

  • Strategy Workshop
  • Data Cleansing and Segmentation 
  • Dynamic Digital Survey 
  • Lead Scoring Categorisation Dashboard
  • Actionable Customer Insight

Results & Outcome

We invited TBT to gather some customer feedback, but we actually got so much more – The whole setup, 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” 

Head of EMEAR Datacenter Business Operations and Product Management


Pipeline Revenue


Qualified Leads

Actionable Customer Intelligence

Privacy Consent

This website uses cookies to anonymously analyse usage. For more information read our Privacy Policy. You can change your preference at any time by clicking "Update privacy settings".