PRLog (Press Release) - Dec. 10, 2012 - London, UK, December 12th 2012.
TSL Marketing is today announcing a business deal originating from a strategic marketing campaign on behalf of their client SAP and ABS in the Middle East.
After working with SAP and TSL Marketing, a channel-focused lead generation and marketing consultancy, ABS was able to close a $80,000 deal in six weeks, and generate 15 qualified leads.
TSL, SAP and ABS worked together to generate a joint sales pipeline for SAP and ABS in Jordan. The campaign integrated data, web, email, telemarketing and conference calls to generate qualified ERP sales opportunities. To ensure the campaign generated momentum and targeted the best opportunities, SAP, ABS and TSL planned five conference calls and four face-to-face meetings. In doing so, the companies constantly were up to speed on the campaign’s progress and were able to determine if any changes needed to be made in a more time efficient manner.
“TSL has worked with SAP partners before ABS and they were several win cases,” Alaa Muqattash, Director of Business Development for ABS, told Channel Marketer Report. “We were introduced to TSL based on recommendations from SAP to help us generate verifiable joint sales pipeline for SAP solutions in Jordan.”
The T.E.A.M co-marketing workshop brought all parties together to ensure a clear go-to-market plan and “discuss, review and launch the development process for discussing telemarketing, lists, email, lead management and discussing the handover of leads to ABS sales team.
As SAP’s co-marketing agency, TSL designed an integrated, co-funded IT lead generation campaign designed to generate new leads not yet reached by ABS and SAP. Aimed at small- and medium-sized business, the ten-week campaign period included a dedicated web site, created by SAP and TSL, as well as extensive telemarketing completed by ABS and TSL team members that completed rigorous training on the ERP solution. ABS also created a Freephone and direct dial telephone number to ensure all leads could contact a representative easily.
A key reason for the success of the B2B lead generation campaign was the three-way conference calls with leads. This strategy ensured no delay in engaging with leads, and also allowed ABS, SAP and TSL to ensure that maximum results from B2B telemarketing were achieved for all opportunities.
TSL sent SAP and ABS lead report with initial qualifications which included a detailed summary of the target company’s initiative and buying needs, as well as any pain points relevant to specific SAP solutions. Details regarding the prospect’s decision-making process, budget and implementation timeframe also were provided to help ABS optimize communication and overall marketing strategies. With the weekly business to business telemarketing meetings between ABS, SAP and TSL, the companies were able to share feedback and provide updates on potential sales opportunities, and whether contacts were ready to buy.