The challenge

A global technology company struggled to capitalize on the revenue potential of existing customers in one of its lines of business. The customer database was bogged down with outdated or inaccurate contact information, leaving cross-sell and upsell opportunities on the table. It had customers’ credit card information on file, but data was otherwise lacking or poor quality, so the sales team couldn’t effectively contact or communicate with customers.

Our solution

We put TTEC’s Funnel Accelerator, our lead enrichment solution, to work for the company. The Funnel Accelerator is a three-tiered approach to filling brands’ sales pipelines with qualified leads that align to their idea customer profiles. Depending on the tier, we source high-value leads for companies or enrich their existing leads so they’re more likely to convert.

In this case, Tier 1 of the Funnel Accelerator was just what the company needed to jumpstart growth. The client sent TTEC leads that our experts enriched and updated with firmographic, demographic, and technographic information. 

To do this, we first reviewed unresponsive accounts in the company’s book of business. We fully anonymized all client data to ensure strict privacy, confidentiality, and compliance throughout the enrichment workflow. Then we linked and cross-referenced the leads with a GDPR-approved external database and enhanced the leads with more targeted information. Finally, we sent the list back to sellers so they could begin engaging customers more effectively.

Our work gave the sales team a clear picture of not only leads’ company size, industry, location, and job title, but also insights into what technology stacks and tools the leads used. 

The results                       

With lead data that was more complete and higher quality, sellers gained the ability to perform more targeted outreach. This resulted in reduced bounce rates, increased engagement, and more quick wins with minimal effort. 

Sellers connected with more prospects, faster and more easily than they could previously. Our work led to a 27% jump in agent productivity, a 25% increase in revenue, 109% target attainment for this particular campaign, and a 10% rise in contact rates.