The Client The Client* is a leading provider of marketing solutions to businesses based in Arizona. Their range of marketing services broadly includes branding, sales support, online marketing, all customized to their client’s business needs. Their comprehensive marketing solutions have generated clients worldwide. Their strength lies in providing highly customized services and in online customer support.
The Challenge The main challenge faced by the Client was a lack of steady stream of new leads. They had over 12 million records of B2B contacts with them for their different marketing solutions that were being used for over a year. Even though they had a huge prospect base, most of it was outdated and not converting successfully. Also, they were not regular with the database appending and cleansing, in fact these activities were only done once in a year. As a result database hygiene suffered; eventually turning the database unproductive. Moreover, their marketing campaigns were not streamlined and the new leads coming in were not of very high quality. Clearly, the worn-out databases were responsible for a sharp decline in the number of fresh leads.
The Solution Onlineleads performed an extreme makeover of the client’s master database. Rigorous appending and cleansing was done on the entire database. This entire process started with a verification process. The 2-way verification process through telephone and email ensured that records were updated and active. The prospects were also asked about their choice of receiving communication from the company, which increased the number of opt-in records in the database. The inactive records were weeded out of the database and the incomplete ones were completed. Database experts from OnlineLeads collected information for missing fields such as email address, postal address, fax, location, number of employees, revenue etc. To make the database more productive, records were segmented into various categories to enable targeted campaigns. After a final in-house manual check, the database was handed over to the client.
Client Comments from Mark Brown, VP, Operations OnlineLeads’s services were par excellence. They delivered a fully functional, highly productive database in just 15 days. We started getting fresh, relevant leads and the increment was 46 percent. It had no inactive records – all our email messages were clicked open and we had an amazingly high deliverability rate. Our campaigns are much more targeted now and generating fast leads that never happened before.
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