$14.6million

pipeline value

$7.8+million

in revenue

THE
Background

itelligence is a $1B company dedicated to the implementation, consulting, outsourcing and reselling of SAP solutions. They are a global company and one of the most recognized partners in the SAP ecosystem with six SAP certifications. itelligence’s IT expertise helps their clients make the right choices, operate more efficiently, and adapt to markets and opportunities. Headquartered in Germany, the North American division of itelligence contributes 10% to the overall revenue.

Challenges

  • Heavy emphasis on a single marketing activity (webinars)
  • Lacking qualification to ensure attendees belonged to the key target industries or targeted personas
  • Sales team unhappy with lead quality
  • Needed to expand into additional industries.
  • Needed to update contact database and optimize their Marketo platform

The Solution

Televerde Services

  • Teleservices
  • Data Intelligence
  • Marketing Technology
  • Cloud Connector

It all started with research to understand target personas and challenges within new industries. We then conducted a database cleanse to identify new contacts and accounts in target industries that met key criteria so that relevant data populated the CRM and Marketo platform.

Identifying the target industries, personas, companies and contacts provided a strong pool of leads. Televerde layered in Sales Development Representatives (SDRs) to help qualify the leads, and identifying buying opportunities that sent only highly qualified leads to the itelligence field sales team.

With a 6-month pilot focused on solutions that typically take 9-12 months to close, Televerde focused on pipeline value and engagement metrics along the buyer’s journey. In addition to BANT qualification, the SDRs discovered trends and information needed to make marketing strategy course corrections and product changes.

The Results

With Televerde’s success in uncovering prospect needs and building pipeline, the marketing strategy expanded to include lead nurture, online lead follow-up and inbound marketing utilizing the Marketo platform.

The Televerde team’s impact has resulted in an astonishing pipeline value of $14.6M. Along with the sales pipeline, itelligence gained meticulous marketing information with valuable conversation about personas, markets, verticals and content need. Since launch, the combined marketing and sales efforts have resulted in an additional $7.8M of closed revenue.

“Televerde has experienced consultants who, when given the opportunity to review campaign strategy, offer a multitude of ways to leverage their services to ensure maximum results. This partnership has continued to drive measurable results.”
Becky Wright, Vice President of Marketing

We’ve got a
track record of success