Pivotal Software, Inc.

Qualify Leads

Investments in marketing are wasted unless organizations have efficient follow-through to turn public interest into sales. Pivotal Software—a leading eBusiness relationship management solution provider—had built a highly effective marketing organization that was generating leads through a number of successful events. However, the company’s sales organization wasn’t able to efficiently capitalize on marketing’s efforts. Furthermore, without the support of a dedicated Inside Sales Team, most leads remained unqualified when passed to the company’s more expensive Direct Sales Force. Clearly, Pivotal needed a way to qualify new leads effectively and efficiently before distributing them to its field sales force.

Build a Telemarketing Operation

Faced with the need to provide qualified leads at a reasonable cost and in a timely manner, Pivotal’s former Vice President of Marketing, Bob Runge, contacted Phone Works to obtain expertise in developing a Sales Development operation. Pivotal’s former Inside Sales, Dailah Lester, worked with Phone Works to build the new organization. After working only a short time with Phone Works, Lester was impressed: “They were very professional from the beginning--they conducted internal interviews to gauge and set expectations; interviewed potential employees; and then trained the newly hired staff. We worked side by side to quickly build our new organization.”

 That attention to detail and planning has resulted in increased revenues for the company. Runge says, “Phone Works’ reputation for delivering sales revenue precedes them. We are now three times more effective in feeding our sales pipeline with high-quality leads.”

Exceed Business Goals

Lester says, “We didn’t have the resources to build a team this quickly. Phone Works had a critical mass of highly skilled and experienced professionals for my inside sales needs. They had the expertise, insight and innovative sales techniques we needed.” According to Runge, “We are exceeding our business goals, and as our business expands, we have a plan already in place to expand our Inside Sales organization. Using Phone Works is a ‘smart money’ decision. With Phone Works, after only seven months of operation, deals that might otherwise not have happened have closed.”