Introduction
Introduction
Established in 1981, OCR is a world-leading provider of global trade management solutions. With a presence in the US, UK, Europe, the Middle East and Asia, OCR specialises in international trade and customs compliance, providing solutions for many of the world’s organisations.
Campaign Overview
OCR wanted to strengthen their position within the UK and Europe. As a result, OCR’s Sales Director, engaged with Beanstalk to develop and implement a sustainable lead generation strategy that would drive profitable new business growth.
The overarching goal of the campaign was to generate new opportunities that can be developed in the short term. OCR also recognised the importance of carefully structured, long-term lead generation activity to support sales growth for years to come.
OCR didn’t possess a qualified database and as a result, recognised that generating leads would be challenging.
Campaign Overview
OCR wanted to strengthen their position within the UK and Europe. As a result, OCR’s Sales Director, engaged with Beanstalk to develop and implement a sustainable lead generation strategy that would drive profitable new business growth.
The overarching goal of the campaign was to generate new opportunities that can be developed in the short term. OCR also recognised the importance of carefully structured, long-term lead generation activity to support sales growth for years to come.
OCR didn’t possess a qualified database and as a result, recognised that generating leads would be challenging.
The Process
Beanstalk identified that OCR needed to generate sales leads quickly to build their sales pipeline and demonstrate internally that the UK was an attractive market which warranted ongoing investment and management focus.
A pre-campaign briefing session between OCR and Beanstalk took place to understand OCR’s value proposition in greater detail.
Building brand awareness was of utmost importance for OCR over the long term. However, given their position within UK markets, it was agreed that inbound marketing would not achieve OCR the results they were looking for within the timeframe.
OCR had no local intelligence or qualified database of which businesses in the UK were major exporters. As such, Beanstalk was tasked with identifying the industries and size of businesses that OCR was most likely to achieve success with.
Once this had been established, it was down to the telemarketer to qualify and enhance data through a database-building project, capturing the contact names and email addresses of key decision-makers.
This task equipped OCR with a relevant, qualified database for them to use in their future marketing and sales activities.
Call recordings were provided for each lead generated, allowing the OCR sales team to be fully conversant with the opportunity.
Detailed lead reports were sent over on a weekly basis to enable OCR to have a comprehensive overview of campaign progress and allow for a two-way knowledge transfer.
During the initial 6-month period, over 50 leads were generated with a quoted pipeline value of £4 million, and our email marketing activity increased website traffic by 300%.
The Process
Beanstalk identified that OCR needed to generate sales leads quickly to build their sales pipeline and demonstrate internally that the UK was an attractive market which warranted ongoing investment and management focus.
A pre-campaign briefing session between OCR and Beanstalk took place to understand OCR’s value proposition in greater detail.
Building brand awareness was of utmost importance for OCR over the long term. However, given their position within UK markets, it was agreed that inbound marketing would not achieve OCR the results they were looking for within the timeframe.
OCR had no local intelligence or qualified database of which businesses in the UK were major exporters. As such, Beanstalk was tasked with identifying the industries and size of businesses that OCR was most likely to achieve success with.
Once this had been established, it was down to the telemarketer to qualify and enhance data through a database-building project, capturing the contact names and email addresses of key decision-makers.
This task equipped OCR with a relevant, qualified database for them to use in their future marketing and sales activities.
Call recordings were provided for each lead generated, allowing the OCR sales team to be fully conversant with the opportunity.
Detailed lead reports were sent over on a weekly basis to enable OCR to have a comprehensive overview of campaign progress and allow for a two-way knowledge transfer.
During the initial 6-month period, over 50 leads were generated with a quoted pipeline value of £4 million, and our email marketing activity increased website traffic by 300%.
Enquire Today
Let us share our experience generating leads in your sector and provide a bespoke proposal for delivering an ROI-focused lead generation campaign.
Enquire Today
Let us share our experience generating leads in your sector and provide a bespoke proposal for delivering an ROI-focused lead generation campaign.
