Case Study: Lead Generation Increases Opportunities for Conversion within a Network Monitoring Company

The following Q&A is taken from a client review VSA Prospecting received on Clutch: 

Project Summary

VSA researches contacts and schedules project demos to generate leads and increase engagement across two different channels. The five-person team also drives attendance to webinars and pilot programs. 

“We’ve definitely seen an increase in what we classify as opportunities. They’ve been able to schedule 300-400 more calls this year.” 

Background

Introduce your business and what you do there.
I’m the regional sales manager for North America for a German-based monitoring company. 

Opportunity/Challenge

What challenge were you trying to address with VSA?
When we started with VSA, we had a number of trial leads that we were unable to reach due to bandwidth and employee restrictions. We decided to work with VSA to get in touch with those trial leads and then remain in contact with them until close. 

Solution 

What was the scope of their involvement?
Originally, they worked through a significant number of trial leads per month. They scheduled product demos with sales engineers and our inside sales team. 

We used them to contact leads that we don’t have a lot of information on. Often, we just had an email address, and they were able to use that email address to find the proper contacts within those accounts before scheduling the calls. From there, we did a few other campaigns with them. 

They’ve approached our channel partners to get some attention with them. For this project, VSA worked with our channel partners to engage them and schedule calls with our channel account managers, who could then drive more engagement. 

We’ve also tried to drive attendance to our phone support webinars and pilot programs. They’ve been able to adapt depending on the types of campaigns we were working on. 

What is the team composition?
Since my original contact, I’ve had two other team managers and have worked with their CEO. Right now, I think there are 4-5 people conducting calls for us at a full 40 hours per week. We’ve also been able to scale up and down depending on our capabilities. 

How did you come to work with VSA?
We’ve worked with another outsourcing agency in the past, but I wasn’t overly excited about their work. That led me to search for another agency. I actually spoke to another agency, but we couldn’t afford them, and it didn’t make sense to have them work on what we needed. They introduced me to VSA. 

We spent 2-3 weeks on a POC with them and evaluated whether or not it made sense to continue working on the project. We had some good success in that time period and decided to continue our partnership. 

How much have you invested with them?
We spent about $120,000. 

What is the status of this engagement?
We started this project in July 2019 and have been working with them ever since. 

Results & Feedback 

What evidence can you share that demonstrates the impact of the engagement? 
It’s difficult to measure the impact they’ve had because of our sales cycles and COVID-19, but we’ve definitely seen an increase in what we classify as opportunities. They’ve been able to schedule 300-400 more calls this year. 

How did VSA perform from a project management standpoint?
They perform very well. They’re very adaptable. For example, I come to them almost weekly with a new campaign to run. We have weekly calls on Wednesday morning, but by Monday they’re up and running that new campaign and are driving those meetings for us. They do help with different messaging and are open to trying new things. 

They’ve been very helpful and responsive. Other than our weekly calls, I communicate with them over email. If something is urgent, I can also give them a call. 

What did you find most impressive about them?
Their adaptability has been incredibly helpful. They started by interfacing with our end-users, and they were able to adapt and work with our channel partners. They each require a different message, but VSA has been able to accommodate that. 

Do you have any advice for potential customers?
After the POC, we waited a month and went on-site, where we were able to work with the team that was supporting us full-time. That was very beneficial. They heard things before we visited, and that made the visit more engaging. They actually had questions and use-cases for those questions.