The Customer Value Group case study

"Of the leads produced, 30% have already turned into solid short-term opportunities. One of these is already in the latter stages of the sales process and would comfortably cover the investment we made in The Telemarketing Company." Sales and Marketing Manager The Customer Value Group

The Client...

The Customer Value Group is a software company focused on enabling best practice in clients' Accounts Receivable and Customer Service management.

The Customer Value Group's approach focuses on key drivers in the invoice-to-cash process. By deploying leading-edge processes, activity management and workflow technologies in the credit, collections and customer service areas, their clients can identify customer service issues early, reduce administrative error rates, streamline and automate complex manual processes and reduce interest expenses by converting uncollectable AR into cash.

Born of global working capital consulting practice REL Consultancy Group, The Customer Value Group has distilled 30 years of AR and Customer Service best practice, developed with the world's top corporations, into software which enables clients to deliver even more value from their customer relationships. Clients include global multinationals in the Utilities, Technology, Steel, Telephone and BPO sectors.

The Challenge...

With their 30 years of experience in AR best practice, The Customer Value Group have created an innovative specialist software system called Value+ which can be tailored to stand alone or complement existing financial/ERP and CRM packages.

The Customer Value Group's objective was to procure valuable qualified sales leads and business intelligence from their targeted database and establish need for their Value+ software with a willingness to consider implementation within the next 12 months.

The Telemarketing Company...

In early 2007, The Telemarketing Company was chosen by Microsoft to become one of their preferred UK agencies delivering telemarketing campaigns for their channel partners. Through proactive management and specific targeting, The Telemarketing Company has assisted over 80 Microsoft Partners to improve their sales pipelines and witness significant returns of their investment. As a Microsoft Gold Certified Partner, The Customer Value Group were invited to take advantage of this progressive partnership.

With our extensive experience in this tough speciality of calling, The Telemarketing Company were able to bring a great degree of expertise to the table in the run-up to the campaign. The Sales and Marketing Manager at The Customer Value Group comments:

"The Telemarketing Company requested information from us before we met so that their callers would have a "cheat sheet" of key questions to ask as well as responses to common questions. We then met and presented to the team who would do the calling. Upon talking to them we were impressed by how quickly they could familiarise themselves with our Accounts Receivable software and the benefits it provides. They clearly had prior experience in the software market and were able to apply this to us."

The Telemarketing Company's proactive style of campaign management, including a 15 hour review meeting, weekly statistical progress reports and daily lead updates, means that we are not just a company that simply makes calls. Complete transparency and careful streamlining and monitoring of the campaigns from the outset, ensures that our clients feel completely secure and fully briefed at all times. Their Sales and Marketing Manager explains:

"The Telemarketing Company was very responsive and communicative with us. We were always kept up to date and so no issues arose at all. They started delivering leads early in their calling and as their callers became more confident, the leads started to speed up. Reporting was very quick and clear. At the end of the session, a spreadsheet was provided which has easily been fed into our sales CRM system. The Telemarketing Company acted professionally at every step of the way."

The Results... "The Telemarketing Company delivered the targeted number of leads which we are very pleased with. One of these leads is even expected to close this quarter! Of the leads produced, 30% have already turned into solid short-term opportunities. One of these is already in the latter stages of the sales process and would comfortably cover the investment we made in The Telemarketing Company.

After our first campaign, we were so impressed that we immediately renewed our contract with The Telemarketing Company for a second month. We will certainly use The Telemarketing Company again in the future."

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