3marketeers | Creative | Case Study: Polycom


"The responses are coming in at a steady stream. I've put several of the CEO and CFO highlights into my QBR presentation to exec staff. This is great, and MUCH appreciated."
Director, North American Marketing
 

Opportunity

Generate meetings with new target market audience to facilitate solution selling vs. product only sales. Must show measurable meetings and sales within 3 month period. Introduce solutions for Government, Education, Fortune 1000, and Healthcare audiences across diverse sales teams, simultaneously.
 

Solution

3marketeers' BullsEye! Demand Creation program was developed including segmented messaging for (3) audiences within (4) Vertical markets. Program was scaled in 2 phases, to allow for preparation and an expanded sales representation due to overwhelming response. Extensive real-time reporting functionality, List developemnt, and integration into client's SalesForce.com application were completed.
 

Results

  • 21% response in first week of launch
  • Meetings with C-Levels of PG&E, AT&T, AVON, and Tiffany & Co. within 2 days of program launch
  • 40 Sales Reps. handled leads in US and Canada, administrative support in-house.
 

SCOPE

Company  >  Polycom
Industry  >  Healthcare, Technology, Fortune 1000, International, Consultative Selling, Government, Communications Systems, Video Conferencing, Networking
Discipline  >  International Localization, Lead Generation, BullsEye!, Demand Creation, Messaging, Strategy