SAAS quality assurance platform, Scorebuddy, is specifically designed for the scoring of call centre agents across multiple channels; calls (inbound/outbound), emails, live chat or social media.
Looking to enter the UK Market and bolster their market share, Scorebuddy appointed JMB to conduct an integrated UK lead generation campaign through telemarketing, email marketing, trade show and meeting programme support.
Adopting JMB’s FirstStep approach there were several objectives behind the campaign;
- Develop a comprehensive sales pipeline for short and long-term sales opportunities
- Secure direct meetings with qualified UK sales prospects
- Gain vital insight to the UK marketing landscape for sustainable business growth
- Accelerate their UK market entry & sales acquisition
The JMB Approach.
JMB held several meetings with the Scorebuddy team to define the value proposition, strategy and campaign objectives whilst gaining vital product knowledge. A key part of our campaign planning process is to ensure the JMB team are fully equipped with the knowledge required for JMB to become an extension of our clients internal team.
As a FirstStep, a variety of segments were selected to test market traction, all of which had the prerequisite of 500 seat + call centres within the UK. This was inclusive of targeting BPOs, financial and insurance service, pharma, technology providers and other sectors that have a large customer services and/or tech support employee base.
Our next step was to commence a comprehensive outbound lead generation campaign to communicate Scorebuddy’s capabilities and gain initial sales introduction.
This was delivered through direct marketing tactic such as telemarketing, email and relationship marketing. This process enabled the Scorebuddy brand to build direct relationships with key DM’s whilst identifying short and term-term sales opportunities.
During the lead nurturing phase, the objective was to secure face-2-face meetings, client sign-up’s and product demos with organisations that displayed signals of a via project and/or commercial opportunity.
The Results.
The FirstStep Lead Generation campaign was high successful in securing introductions with some of the largest call centre operators in the UK, including global brands such as;
- AIG
- Admiral Insurance Group
- Bosch Communications Centre
- Capital One Europe
Following the initial programme, a number of sales contracts were secured helping to facilitate Scorebuddy’s UK market entry.
This success lead to extending their target market to the US, where JMB also conducted an in-bound lead generation initiative through telemarketing.