Australian company, MC Global, have been developing and delivering Computerised Maintenance Software (CMMS software) solutions since 1999.
Looking to explore the market, MC Global appointed JMB to launch the brand and gain a foothold in the UK and Europe through a comprehensive lead generation campaign.
Through highly targeted research and data collation the objective was to create engagement with potential clients with a view to introducing the MC Global brand.
Simultaneous to outbound activity, JMB managed all inbound web and telephone enquiries to provide a UK base and instil trust and authenticity with their potential clients.
The JMB Approach.
JMB held several meetings with MC Global to define the proposition, identify the key objectives and to ensure the telemarketing team were fully equipped with knowledge of the product – enabling JMB to become an extension of the MC Global team.
Our next step was to commence a comprehensive lead generation campaign to communicate MC’s capabilities and gain initial sales introduction.
The initial campaign consisted of a pre-arranged meeting programme for the Managing Director of MC to attend during a UK visit. During this trip, the members of the JMB team attended meetings alongside the Managing Director.
Following his departure, equipped with the knowledge and product expertise, JMB attended and represented the meetings of behalf of MC Global.
Acting as the UK Sales office this flexible and transparent approach ensured the MC brand could continue to effectively develop meaningful relationships and business opportunities despite being based overseas.
The Results & Continued Success.
JMB successfully secured a number of high profile meetings through an integrated approach of telemarketing, lead nurturing, inbound management and trade show attendance.
This approach was highly successful and secured two active clients, one of which is still MC’s largest account to date.
Since project inception MC Global have gone from strength to strength.
By year 2, JMB had helped identify and recruit their initial full time sales staff for their dedicated UK office; and following this JMB has enjoyed a long relationship with MC Global who now have 4 members of staff, 15 clients in the UK and Europe and are continuing to see growth throughout the UK and Europe.