Oracle Project Mercury

Objectives

Oracle’s brief to Quantum was to establish a global customer care and lead generation campaign to reach out to almost 12,000 SUN customers across 170 countries in 30 languages. With deadlines tight, the focus was on generating hot, sales-ready opportunities quickly as well as information that could help future leads through the sales cycle.

Approach

Taking a step back from standard lead generation telemarketing campaigns, we developed an innovative end-to-end/closed loop approach.

This was designed to help manage over 125 Oracle sales reps in collaboration with ‘lead dispatchers’ across 5 separate regions. We also provided a unique concierge-style ‘lead handover service’, designed so that Quantum retained ownership of the leads until they hit the Oracle sales pipeline. This approach freed up Oracle’s reps to focus only on warm leads that they could follow up and convert into sales.

All of the data collected through the engagement process was then analysed to provide Oracle with valuable insight and market perception intelligence to use in future campaigns.

Results

A core objective was to re-establish contact with Oracle prospects and Quantum succeeded in reaching 100% of targets throughout the course of the campaign. In the process we fully profiled 4,500 accounts and validated a further 19,500 IT decision maker contacts.

Our campaign resulted in 958 sales-ready leads, 21.5 confirmed sales pipeline ROI and $72 million sales accepted pipeline. In addition, we also generated 1,300+ marketing opt-ins for key IT individuals.

  • Target of 12,000 customers in 170 countries
  • 30 different languages
  • 100% of targets reached
  • $72 million sales accepted pipeline

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