Airmagnet

Technology

Airmagnet

InterConnecta utilized outbound telephone based interviews at the accounts to introduce Airmagnet, Datacenter WiFi testing tools, performance management and troubleshooting.

The
Challenge

Minimum Goal Metrics of the program:
  • MQL - Pipeline Development Goal - $3,000,000.00
  • Average Deal Size- $150,000.00
  • Sales Average Close Win Ratio- 30%
  • MQL to Opportunity 40%
  • MQL to Sales Accepted Lead 50%
  • Lead Generation to MQL 4%
  • Marketing Response Rate 2.25%
Requirements / Metrics to meet goals:
  • Sales must win: 20 deals
  • MQL to pipeline: 67 converted to opportunity
  • MQL to SAL 167 leads accepted by sales
  • Database Size Requirements: 5,000 + verified Datacenter contacts

The
Solution

InterConnecta delivered a comprehensive Lead Development program to support the Airmagnet sales organization. InterConnecta provided 2 Full time Sales development representatives providing proactive outbound calling sales services focused on Airmagnet's selected account criteria and focus on the Datacenter marketplace in order to generate qualified profiled records along with development of embedded contacts and determination of actionable sales activities for Airmagnet Networks field sales team.

InterConnecta utilized outbound telephone based interviews at the accounts to introduce Airmagnet, Datacenter Wifi testing tools, performance management and troubleshooting.

The
Results

New accounts nearly tripled!

  • 130 Total New Accounts/Opportunities
Lead Status
  • 130 Appointments Scheduled
  • 56 Qualified Passed to Sales
  • 74 Appointments Scheduled
  • Average: 10.4 new accounts/appointments per month delivered
  • 15+ Warms
Lead Source
  • 31 Partner (AirMagnet HIMSS)
  • 46 Referral (InterConnecta tele-efforts)
  • 53 Mktg Campaign (InterConnecta Source)
  • Over 75% of all new accounts / appointments were sourced via InterConnecta internal dbase

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