• IT Giants Profit from Unique Telemarketing Model

    Editor’s Note:  As a general guideline, IT Marketing World’s editorial content does not feature marketing vendors.  This article is an exception based on the subject’s unique business model and high-profile IT clients.

    Televerde is a B2B outsourced demand creation agency that specializes in helping high-tech companies identify new clients, accelerate sales opportunities and uncover new actionable market insight.  The Phoenix-based agency boasts an impressive roster of hi-tech clients that includes Cisco, HP and Hitachi, all who have turned to the agency’s unique dialogue- and digital-based demand creation services for high-impact, high-level customer and prospect touch engagements to generate and qualify new customers and accelerate new business opportunities. In 2009, the agency generated $12.1 million in revenue, with profits growing.  

    The Televerde success story is made more unique by its self-described mission to transform communities and individual lives through its contract with the Arizona prison system.  The agency operates four call centers out of the State Prison Complex in Perryville, approximately 25 miles west of Phoenix, hiring 250 women inmates to provide telemarketing services for brands like Microsoft and NetApp.  The women receive extensive training and learn marketable business-to-business skills while earning a federal minimum wage salary.  

    The program, which has generated several success stories, helps women inmates learn interpersonal skills, build self-esteem and confidence, and offers an opportunity to receive professional mentorship.  In 2008, Televerde received Arizona State University’s WP Carey School of Business “Spirit of the Enterprise” award, given to companies that demonstrate ethics, energy and excellence in entrepreneurship.

    The success of the Televerde approach rests on a simple premise: talking to people drives quality leads.  The agency specializes in lead generation, appointment setting, event recruitment, direct sales, sales support and optimization and lead qualification to sell complex, multimillion-dollar software and hardware systems.  The agency’s lead generation program is designed to discover and deliver highly qualified new business opportunities and accelerate the production of opportunities that are aligned with specific sales and marketing criteria.  The program features live call monitoring, branded inbound call services and metrics-based performance reporting.

    Televerde’s lead qualification program has proved successful in qualifying and prioritizing leads from marketing program respondents.  The program features timely follow-ups, identification of lead interest needs and decision-making capacity, and accurate marketing ROI assessment based on the identification of true marketing sources.

    Televerde’s appointment-setting program aggressively focuses on pre-qualified sales meetings with targeted decision-making or influential contacts, while event recruitment uses segmented target market data to recruit, register and confirm targeted attendees for face-to-face or online customer events.  The sales support program at Televerde rigorously tracks individual sales opportunity and provides one-to-one sales rep support.  Televerde also employs a direct sales program designed as an outsourced sales force that seamlessly integrates sales and marketing processes to deliver solid leads and close sales.

    The company’s ability to tap a low-cost, highly-productive and extremely motivated labor source has made Televerde successful in providing a service that has become too expensive for many competitors.  This creative business model has produced significant revenue growth and a long list of marquis B2B IT clients as well as many awards for supporting the community…a rare win-win-win scenario in a tough market.

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    IT Giants Profit from Unique Telemarketing Model, 4.0 out of 5 based on 1 rating
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