A leading provider of conferencing solutions approached MacGillivray and Lee for their expertise in locating qualified opportunities in the corporate marketplace. The company was selling primarily to service providers, like AT&T, MCI and Sprint and wanted to launch themselves into the Fortune 1000. The problem was, they needed to build a pipeline quickly and had virtually no inside sales team to do so. To add to this challenge, most enterprise customers were familiar with buying conferencing equipment and services from large service providers, not buying the equipment direct.
ML's mission was to educate, evangelize and identify prospects within the Fortune 1000 marketplace and then set up qualified appointments for the company's national sales team. " We hired ML to find prospects within the corporate enterprise market, with the intent of building a solid pipeline for new business, " said the company's Director of Marketing. "We had a range of challenges to face, from changing consumer behaviors, to generating revenue to promote our initiative for going public. The ML team met those challenges head on."
To date, ML has set up more than 400 qualified appointments, with prospects such as Salomon Smith Barney, Texas Instruments, Chrysler and Nestlé's - often upsetting the competition that may have already been positioned to close. The appointments ML generated are directly tied to more than $5 million in closed business. "MacGillivray and Lee are so essential to the success of our prospecting process, that we have partnered with them for the second year in a row to continuously drive new business opportunities for our organization." said the General Manager, Enterprise Division.
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