The Future Of Telemarketing Is A ‘Co-Sourced’ Partnership Approach

June 15, 2009 - PRLog -- Recent research undertaken by specialist telemarketing agency X-Sellerant suggests that high tech companies are increasingly looking to reduce costs and drive revenues by outsourcing particularly in the current economic climate.

X-Sellerant has analysed market trends and results show that companies that are planning to use an outsourced telemarketing solution within the next 6 months has increased by 21% compared with 3 months ago.

Commenting on this trend, Stuart Tandy, X-Sellerant’s Commercial Director said: “High tech companies have started to realise that outsourcing telemarketing during a recession can help them realise significant overhead reductions whilst delivering results.”
However, the research also suggests that companies utilising an outsourced solution have historically questioned the ROI from traditional telemarketing agencies.  Of those companies surveyed that have used an external telemarketing company for lead generation, only 36% felt that the approach yielded a satisfactory ROI on their lead generation budget.

“This statistic identifies that companies are looking for a partnership approach.  Customers are increasingly looking to X-Sellerant to compliment their own in-house sales & marketing function working on specific ad-hoc or seasonal campaigns.  This ‘co-sourcing’ model is proving to deliver better ROI because it addresses the issue of scalability without incurring capital investment costs.  It also provides flexibility enabling companies to use the service on campaigns which are timescale-dependent or during periods of staffing issues or fluctuating demand.” Tandy said.

It also seems that companies are becoming weary of supposed ‘pay-for-performance’ models which are not all they’re cracked up to be.  More than 40% of those companies that had engaged a telemarketing agency claiming to offer such a financial model felt that many of the appointments secured on their behalf were simply not with the right calibre of prospect which not only wastes valuable time for well paid field sales resources but increases cost of sale due to additional travel and living costs incurred.  “Where X-Sellerant differ from its peers is that we guarantee that appointments we secure are BANT qualified – that means that our customers’ sales reps are meeting a prospect that has or can assign budget, has the authority to buy, has a definite need and is expecting to implement within a maximum of 12 months.”  Tandy commented.

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About X-Sellerant
X-Sellerant was formed because of the recognised frustrations of many high-technology companies in delivering a return on investment for their lead generation budget and a lack of understanding of doing business with the public sector compared with the corporate marketplace.
They offer clients all the benefits of an internally delivered telemarketing campaign, with the additional flexibility and knowledge that comes from engaging an experienced, focused, specialist agency.
Specialising in Identity & Access Management, Content Filtering, United Threat Management, Encryption, Network Security, Enterprise Systems Management, Business Service Management and Storage, X-Sellerant helps technology companies generate new business opportunities across the Public Sector, delivering End User and Channel Partner appointments using a pay for performance model.

To find out more visit www.x-sellerant.com

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X-Sellerant helps technology companies generate new business opportunities across the Public Sector, delivering End User and Channel Partner appointments using a pay for performance model.