SBS, Sundaram Business Services, is a global outsourcing company with over 1000 employees servicing over 100 clients across three continents.
Looking to bolster their UK market share, SBS appointed JMB to launch and establish the SBS brand within the UK market through a comprehensive lead generation campaign.
The objective was to target financial services and accountancy firms, to drive market engagement and increase uptake of a free trial, which would in-turn enable sales leads to assess the quality of the accountancy work undertaken.
Outsourced B2B Sales Support
JMB held several meetings with SBS and Senior Managers to define the proposition, identify the key objectives and gain knowledge of the organisation – enabling JMB to become an extension of the SBS team.
Our next step was to commence a comprehensive lead generation and outbound telemarketing campaign to communicate SBS’s capabilities whilst increasing uptake of the free trial with a view to converting to paying clients.
Challenging perceptions and overcoming barriers
Although a global organisation servicing clients internationally, many of SBS’s operations were preformed from India. Therefore questions were raised about the confidentiality of clients’ work once outsourced overseas.
The JMB team built a professional rapport with prospects, to instil trust and credibility which was reinforced by the experience of SBS and their existing partnerships.
The Results
Within a brief period JMB successfully secured over 21 free trials, which enabled SBS to demonstrate their capabilities and overcome any misconceptions.
This consequently lead to the direct sign-up of a number of key UK clients.
This activity not only accelerated their UK B2B sales acquisition, but enabled SBS to create a secure foundation and sales pipeline for their continued UK growth.