Read about KPI’s past successes by selecting a client below.
Adobe
Client Profile
Top Multimedia and Digital Experiences Solution Developer
This renowned software and services provider excels in a host of markets, from eLearning to web application development. It boasts a renowned portfolio of solutions familiar to consumers and businesses alike that power an almost uncountable variety of web media and mobile device performance and functionality.
Challenges
One of the flagship solutions for which the client is best known does not actually fit in to the company’s overall enterprise marketing strategy. There is an ongoing need to secure and maintain mindshare for this product among professionals implementing web-based video for large organizations. Its set of products does not fit seamlessly into the portfolio of solutions sold by the client’s sales team.
KPI Advantages
While the client concentrates on marketing its enterprise products, KPI is now charged with reaching a totally different decision-maker subset for this solution. KPI is identifying and reaching out to this niche, finding the professionals most receptive to its advantage messaging. This is truly a case where a KPI client doesn’t have the bandwidth to focus on a certain product. We’ve stepped in to give a popular product the continued attention it deserves, building adoption and driving revenue.
Leaps
Client Profile
Student Attendance and Behavioral Lesson Provider
Committed to helping school districts nationwide improve attendance and address student behavioral concerns, this client is serving school districts and juvenile justice initiatives coast to coast. It boasts an extensive lesson library and powerful array of interactive assessment tools.
Challenges
This client epitomizes a smaller, dynamic company that has attained a noteworthy level of success thanks to its partnership with KPI. By outsourcing all of its lead generation efforts. Client leadership needed to stay focused on fulfilling its mission. They have outsourced all of its appointment setting to KPI, which also helps refine and maintain a very specific contact list. KPI has also provided marketing automation solutions that are getting client identity and messaging before a select, influential audience of educators and advocates.
KPI Advantages
KPI has been so successful with this initiative that the company hired one of KPI’s reps. As articulated by the company CEO, “KPI Analytics has proven to be an invaluable partner, helping us find actionable sales opportunities for our online social and emotional development application within the US K-12 education market. [KPI] technology, accountability systems, and ongoing training have helped us immensely, improving and accelerating our overall sales and marketing processes.”
Getac
Client Profile
Up-and-Coming Handheld and Tablet Computing Device Manufacturer
This client made its name manufacturing rugged handheld and tablet computing devices pushed through different channels and OEM partnerships. When it decided it wanted to sell its own branded product line, continuing to sell through OEM partnerships, it reached out to KPI to help implement an aggressive reseller outreach campaign.
Challenge
The client approached KPI with a major internal goal: build a channel reseller base to more than 100 partners. Along with simply identifying and reaching out to select resellers, KPI would also need to craft a concise, informed, convincing approach that illuminated the advantages of its products. KPI was given the opportunity to build the potential reseller contacts, and to set up deeper conversations about its partnership program. Hurdles included standing apart in the midst of major competition, and a tremendously accelerated timetable. The effort would have to begin showing results in less than two months.
KPI Advantages
To stand apart from considerable industry competition, KPI helped the client craft a compelling overture emphasizing the “ground-floor” opportunity to partner with a provider that previously excelled behind the scenes in the ruggedized mobile computing industry. The client provided KPI with a list of more than 600 potential resellers; KPI went through the list multiple times, identifying and confirming top prospects to confirm 115 follow-up conversations. The entire effort was managed by a single rep who earned an enviable conversion rate in excess of 20% — unheard of in teleservices campaigns. Overall client impression has been that the initial two-month effort was “wildly successful”. The client is already preparing to re-engage KPI for the next phase.
FalconStor Software
Client Profile
Data-Storage, Backup, and Recovery Leader
Specializing in disk backup, disaster recovery, and data storage and de-duplication, this client has enjoyed a strong partnership with KPI, which continues to support its cold-calling and appointment-setting initiatives. After an initial ramp-up and implementation phase, KPI continues to has supply appointments to both the direct sales teams as well as partner organizations..
Challenge
A major component of KPI’s engagement has been salesforce.com consultation. KPI recognized the need implement a lot of best practices, leveraging phone contact, white paper downloads, and click-to-chat assistance to bring demand generation up to today’s technology. Additional involvement entailed event recruitment, increasing attendance to build partner channels.
KPI Advantages
Through meticulous tracking of their sales cycle, KPI was able to help the client recognize how long its sales process was taking. Accelerating that process via salesforce.com and making their database much more transparent has helped them realize a $10-$12 revenue boost in just under one year. Execs can easily see who has been identified, who is being nurtured, and refine its marketing to high-value prospects. They know what is resonating with partners and what is not. Overall, KPI’s open communications and continual consultative insight has clearly paid off.
Mobility Services International
Client Profile
Relocation Specialist for Major Corporations and Organizations
When large organizations need to relocate personnel, they call on this KPI client. With expertise in global and national moves, companies and corporations of all sizes count on this provider to facilitate executive and staff moves. The company originally approached KPI in a state of dissatisfaction with a previous vendor, offering KPI the opportunity to develop and manage a pilot program that would increase market share.
Challenge
Typical of many engagements, the timeframe allotted for KPI to begin demonstrating results was very compressed. In only three months, KPI had to demonstrate value or the pilot program would be discontinued. KPI ramped up an accelerated appointment qualification and appointment setting initiative that began to show results almost immediately. The KPI team was able to set up and work right within a salesforce application. KPI also tackled a very cluttered, stale database, cleansing and updating the information to ensure more accurate appointment setting.
KPI Advantages
The KPI impact was almost immediate. The pilot program’s success has given way to four consecutive contract renewals. Among the many benefits KPI delivered was a much richer attention to detail in the lead write ups. KPI consultants were able to capture much more strategic information, which further helped to shape the prospect profile. KPI also delivered an enhanced ability to listen in on conversations during appointment qualification. They obtained deeper prospect insight, which made for much more informed follow up. KPI also provides more informative reporting, tracking email and voicemail impressions using an optimized, consistently fresh database.
OKI Data Americas, Inc.
Client Profile
Renowned Provider of Printers and End-to-End Printing Solutions
This client had an outbound lead-generation program in place. While it was designed to help sales reps set up appointments, it wasn’t working well. The client also had a patchwork lead distribution and lead management system that was essentially a glorified spreadsheet. This cumbersome approach, combined with a lack of visibility among its target markets, prompted company leadership to contact KPI.
Challenge
KPI championed a solution anchored by salesforce.com. This client, however, is a very cautious solution adopter, and required intensive, ongoing partnering throughout the training and implementation process to get comfortable with the solution. In short order, however, KPI had decision-makers sold on salesforce. We also bolted on our lead generation and appointment setting services. And as with similar client engagements, the client expected to see results within 30 – 90 days.
KPI Advantages
Once comfortable with the salesforce solution, the client put all of its trust in KPI. We trained their reps on effective salesforce implementation, and helped balance direction from the company’s marketing and sales teams. A significant achievement was helping moderate the appointment process. KPI helped marketing understand that appointment setting shouldn’t require too many qualifying questions; those are often best served for the appointment itself. Thanks to KPI, this client has seen its appointment-setting efforts surpass initial expectations by more than 25%. The company is now preparing to renew its contract for another, more strategic phase that will help build an even stronger pipeline.
MAC Meetings
Client Profile
Major Event Planer and Coordinator for a Major IT Systems Provider
This KPI client is responsible for selecting locations, driving registration, confirming participation, securing speakers, and the many additional responsibilities and details required to host successful corporate meetings. For almost two years, they have trusted KPI to manage the invitee list creation, email blasts, reminders and follow up for their events.
Challenge
The client concentrates on meetings themselves, and counts on its vendors to take care of the many related elements required for their success. They don’t have a call center, they don’t generate copy or manage email blasts. A previous vendor was found to be both overpriced and underperforming; MAC gave KPI the opportunity to step up and implement a more effective solution.
KPI Advantages
The most powerful advantage delivered by KPI has been its ultra-precise targeting capability. The client can plan an event or meeting, then inform the KPI team that it needs to build a list of prospects based on profession, location, company size, or any number of additional criteria. Often, one of this client’s partners has an existing list of potential invitees as well. KPI has the power to build an original list, cross-reference it with existing lists, then make sure all the data is fresh. KPI then manages the entire invitation, reminder, and follow-up initiative. The client has been consistently pleased with KPI since giving them this responsibility, and plans to continue the partnership into the foreseeable future.
Tata Consultancy Services
Client Profile
A top provider of IT, business consulting, process outsourcing and engineering services, Tata had developed a portfolio of five intricate solution platforms specifically geared to state, local, and county governments.
Challenge
Tata had determined that these solutions would be well-received by intended clients, provided they could be accurately presented. The offerings dealt with elaborate governmental systems such as property tax records management, unemployment benefits, and back-office system integration. Compounding the challenge was the fact that identifying and accessing the most receptive decision makers would take extra effort. Previously, Tata had relied on mostly events-based marketing to attract prospects. This direct approach would require much more outreach precision, mapping out the various governmental organizations, and determining their current processes.
KPI Advantages
Weighing the complexity of both the solution itself and the means to reach out to stakeholders, KPI implemented a “Profile Plus” program. The primary goal was to identify the right decision makers, determine the likelihood of engagement, and drive toward getting an appointment. Ongoing research helped reveal about 500 high-priority decision makers. From that group, KPI converted more than 50 meetings. Furthermore, the accumulated data has additional value for Tata, which is using the information to drive event marketing, and boost seminar attendance and webinar participation.
A Fortune 100 Company
Client Profile
Leading Payroll/Human Resources Services Provider
One of the world’s top business and professional-management outsource expertise providers, this client boasts a diverse services portfolio encompassing traditional human resources responsibilities, digital marketing, accounting and more.
Challenges
This client’s intricate service array demands both familiarity with each division’s respective skills and a deep understanding of the multiple markets the client can serve. Each service and its audiences requires highly informed targeting and refined messaging. KPI manages this elaborate targeting effort, calling prospect accounts to validate decision makers and then confirm their need for the client’s key business services.
KPI feeds this data back to the client’s marketing team, which in turn plugs it in to sales management/CRM platforms such as salesforce and Eloqua. This client is the undisputed leader in its industry and has a truly massive target audience; it reaches out to companies with 1,000+ employees as well as mid-market and small business prospects. This requires KPI to profile more than 100,000 organizations, filtering and categorizing them accordingly to suit the right client division.
KPI Advantages
KPI is plugged directly into this client’s field sales efforts, providing the informational lifeblood it needs to ensure accurate, well-targeted appointment setting. Thanks to KPI, the client is equipped with accurate, actionable prospect data that optimizes sales efforts. KPI manages a high-volume prospect pool with speed and efficiency that has helped this client capture more market share and reinforce its reputation as the premiere outsourced business services provider.