Luminate, Inc.
A leading provider of Internet infrastructure management for e-applications
The Challenge: Luminate, which already had a direct sales team for their existing product, needed to introduce a new product and service for a new platform into a new market...quickly.
The Solution: Turn to Phone Works to build a new inside sales team based on a completely different sales model – one utilizing both the Internet and phone sales. The charter was to generate, qualify and convert Web site visitors who downloaded free Luminate software into paying customers for the new product. Phone Works brought in a senior consultant to manage the project, creating job descriptions, developing sales compensation plans, and hiring staff. In 12 weeks, we had the new inside sales team up and running – including creating new sales enablement tools, changing existing phone systems, implementing new call plays, and establishing key performance indicators.
The Result
- In the first three weeks of operation, 30 highly qualified prospects were identified
- Achieved a higher usage rate for the free Internet download
- Able to collect product feedback to help ensure future releases are on target
