Case Study: Proactive Lead Generation Results and ROI
PROACTIVE LEAD GEN SOLVES CLIENTCO SALES CHALLENGES
- Move prospects toward a ClientCo solution before an RFP is set
- Educate prospects about buying directly off cooperative (vs RFP)
- Help foster relationships in order to highlight ClientCo offerings other than just price
- Get ahead of the RFP process so time to respond is no longer a limiting factor
- Reveal budget information to better qualify
- Focus limited resources on existing relationships and where advantages can be leveraged
PROACTIVE LEAD GENERATION PROGRAM
A Fortune 50 IT Company (“ClientCo”) engaged Vendor Registry in a two-month pilot program to test
Pre-RFP Lead Generation and Public Bid Sourcing for efficiently sourcing pre-qualified public sector leads
and to create a sale process that favored direct sales leveraging existing cooperative contracts.
Our pre-RFP Lead Generation identified 63 qualified leads in EDU, and our Public Bid Sourcing produced 118 qualified bid opportunities across both EDU and State and Local markets. These leads represented over
$30,000,000 in projected sales in less than two months.
RESULTS AND ROI
From the 137 schools researched, we identified 63 relevant leads. We analyzed just the 25 leads (less one $17 million outlier lead) that provided budget.
$38,560,000 in sales pipeline with $1,542,000 average deal size
$12,336,000 in projected sales (assuming just a ~30% win rate, or 8 of 25 deals)
0.016% Cost of acquisition (~$80 per qualified lead) or 6,000x ROI multiple
From the thousands of public bids sourced, we curated 492 opportunities and, of those, 118 were qualified.
For this analysis, we focused only on a segment of 61 opportunities.
$94,062,000 in sales pipeline (based on the $1.542 million average above)
$18,812,000 in projected sales (assuming a lower 20% RFP win rate)
0.04% Cost of acquisition (~$7,500 program expense) or 2,500x ROI multiple
This program can be started within days and, thus, generate meaningful sales pipeline in the current quarter. To learn more and get started, let’s schedule an introductory call.