Case Studies

Leading Mobile Video Surveillance Company

Phase I – Demand Generation

▪ Brand Awareness
▪ Trade Show Appointment Setting

Phase II – Collaborative Selling

▪ Blueprinting 17k school districts
▪ Extensive CRM consultation
▪ Scheduling Webinars for FSR’s
▪ Gaps in Coverage – created sales entry into new vertical

Results (12 month period)

▪ Opportunities Generated 998
▪ Total Revenue Opportunity $85,000,000
▪ ROI based on Gross Revenue 236x

Top Cable Company

Phase I - Winback Survey

▪ Use survey data to refine go to market strategy

Phase II – Demand Generation

▪ Prospect into past business customers and introduce new offers
▪ Drive brand awareness
▪ Make initial presentation and warm transfer to internal sales team
▪ Blueprint

Results (12 month period)

▪ Opportunities Generated 217
▪ Total Revenue Opportunity $996,030
▪ ROI based on Gross Revenue 26x

Tier 1 Manufacturing Company

Phase I – Demand Generation / Collaborative Selling

▪ Drive Brand Awareness into markets where there are gaps in coverage
▪ Make initial presentation
▪ Set appointments and update FSR
▪ Blueprint

Phase II – Territory Coverage

▪ Help drive sales in Q4
▪ End to end sales for stock reorders
▪ Make initial presentation
▪ Set Custom Order appointment for FSR

Results (4 month period)

▪ Opportunities Generated 188
▪ Total Revenue Opportunity $470,000
▪ ROI based on Gross Revenue 12x