Our Client: Leading Technology Company
Denave partnered with a leading technology company to execute an outreach program focused on driving awareness for their ISV marketplace and generating qualified appointments for their sales team. The program targeted 12-15 ISVs across nine countries, including India, Malaysia, Singapore, Philippines, Indonesia, Hong Kong, Taiwan, Australia, and New Zealand.
Through a personalized engagement strategy, front-line agent enablement, and an account-based approach, Denave delivered exceptional results. In just nine months, the program generated 500+ successful appointments and 180+ qualified leads, demonstrating the power of Denave's integrated sales and marketing solutions.
Impact Generated
Qualified Appointments
Generated 500+ successful appointments with 180+ qualified leads within a 9-month period.
Operational Efficiency
Stabilized operations with direct alignment across the nominated ISV universe for faster feedback and responsiveness.
Scalability
Demonstrated the potential to scale the engine to cover approximately 50 ISVs based on existing credentials.
Lead Conversion
Achieved a 30% conversion rate from meetings conducted to opportunity generation by ISVs.
Campaign Objective
Integrated Approach
Adopt an integrated approach combining ISV Portal awareness and engagement with a propensity-based account targeting strategy.
Mid-Market Focus
Engage net new customers in the mid-market segment and drive inclination towards ISV solutions.
Appointment Setting
Commit to a successful appointment (through hot triangulation).
Challenges
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Program Reach
Singapore
Philippines
Taiwan
malaysia
indonesia
pan india
hong kong
taiwan
ServicesOffered
Integrated DM - Sales Intelligence
Execution Methodology
Building Reach & Visibility
Targeted a universe of approximately 15K accounts/ 30K contacts, developed a new ISV Portal focused on third-party intelligence tracking tools, and gathered intent triggers at the top of the funnel.
Driving Personalized Engagement
Created personalized emailers for each ISV, followed up with solution-based content, utilized clear CTAs, and segmented leads into Hot, Warm, and Cold categories based on their interactions.
Front-line Agent Enablement
Ensured the frontline team was well-versed in ISV solutions, implemented effective probing techniques, provided calendar visibility to ISV teams, and leveraged LinkedIn for one-on-one outreach.
Account-Based Focus and Outcome
Executed ABM media campaigns to drive leads and traffic to the ISV Portal, enabled anonymous tracking to identify engaged accounts, and prioritized "hot triangulation" to secure successful meetings.