Client Need

A global provider of infrastructure software for IP networks needed to quickly develop a pipeline of qualified new business opportunities in a declining market.

Elixir Solution

Elixir learned the client solution, identified and validated a target market for the solution and launched an aggressive cold calling campaign that generated fifteen meetings with qualified prospects.

Methodology

Elixir created a database of more than 300 GSM operators in Europe, the Middle East and Africa. Working with the client, we established parameters for the target market, yielding a list of 120 operators, which was further reduced using a proximity test.

Execution

Elixir cold-called through the final list of operators, developing contacts within different departments and at different levels of management. When an opportunity was identified, we moved aggressively to qualify the opportunity and establish a face-to-face meeting on behalf of the client.
Results

> Cold-called more than 50 operators.  > Identified more than twenty-five existing or potential sales opportunities.  > Arranged initial meetings (in person or via teleconference) with 15 operators.  > Presented client solutions via telephone and in person.  > Implemented a plan for handing off each qualified opportunity to the client’s sales team.