Case Study | Commvault

The challenge: to increase the sales pipeline with well qualified face to face meetings Commvault has been using ProspectAware’s

appointment-setting services for the past year to help build the

sales pipeline through qualified leads, resulting in face-to-face

meetings with senior executives within new enterprise

customers.

Background

Commvault is a data protection and information management solutions provider for mid- and enterprise-level organisations worldwide. All of the applications in Commvault’s end-to-end data protection and information management solutions offer flexible deployment options and are built on a single platform, enabling businesses to move to the cloud.

Finding the right lead generators

ProspectAware, specialists in executive-level appointment

setting, were initially approached by Commvault, with the sole

objective of generating leads and increasing their sales

pipeline. Commvault contacted one other telemarketing

agency but were attracted to ProspectAware’s technical

understanding as well as their pricing model: they only expect

payment on results, rather than the standard payment based

on how many calls are made per day. ProspectAware’s callers

use a top down appointment setting methodology when

targeting new business accounts which enables them to

identify relevant pain points and specific business needs. They

also manage their own data sourcing and building, which

removes the headache often associated with out-of-date,

inaccurate records.

About Commvault www.commvault.com

HQ— New Jersey, with over 2,000 people globally

Data protection and information management solutions provider

Goals and objectives Increase market share and sales pipeline

Arrange face-to-face meetings with senior executives within enterprise customers

Solution A campaign was established to create senior

level appointments

A weekly reporting system was set up to feed back on lead generation successes

Result ProspectAware eliminates a lot of the early

lead generation stages

The sales pipeline has increased

Numerous high quality, executive-level appointments arranged within new customer accounts

A long-term trust has been built for a mutually beneficial relationship

© 2016 ProspectAware Limited All rights reserved. All other company and product names may be trademarks of the respective companies with which they are associated.

"ProspectAware have helped us to deliver new opportunities at a healthy stage of the sales cycle. They deliver a consistently healthy pipeline of good quality leads and are easy to work with. Their differentiator is that they can be trusted to accurately and competently represent Commvault, without the need for micro-management. We have already closed some business on the back of

their lead generation which is quite impressive, given

the reputedly long sales cycle in the IT environment."

Nigel Williams - Commvault Marketing Director

Appointment-setting strategy

Commvault only needed to give the ProspectAware team

limited product training because they were able to competently

have technical, commercial conversations with the right

people, at the right level of seniority. Commvault set very

demanding monthly SLAs for ProspectAware to achieve; even

if they do not hit the volume, they guarantee that all of the

leads they do generate are of a high standard.

ProspectAware’s experienced Account Managers maintain

regular communication with Commvault’s thirty-strong sales

team and they are now fully integrated into the whole sales

process.

Future plans

ProspectAware’s highly skilled, technical team have gained a

comprehensive understanding of Commvault’s service

offerings. Commvault will continue to use ProspectAware’s

services to penetrate new customers, particularly in the

enterprise space.

ProspectAware are a well organised, professional lead generation operation, who employ tenacious & intelligent people to secure well-qualified appointments. The qualification process often involves engagement with several contacts in a target company, both to gather intelligence & to ensure that the most appropriate appointment is scheduled. I wouldn’t hesitate in recommending ProspectAware”. Mike Johnstone - Sales Director, UK&I, COMMVAULT

© 2016 ProspectAware Limited All rights reserved. All other company and product names may be trademarks of the respective companies with which they are associated.

About Commvault www.commvault.com

HQ— New Jersey, with over 2,000 people globally

Data protection and information management solutions provider

Goals and objectives Increase market share and sales pipeline

Arrange face-to-face meetings with senior executives within enterprise customers

Solution A campaign was established to create senior

level appointments

A weekly reporting system was set up to feed back on lead generation successes

Result ProspectAware eliminates a lot of the early

lead generation stages

The sales pipeline has increased

Numerous high quality, executive-level appointments arranged within new customer accounts

A long-term trust has been built for a mutually beneficial relationship

Case Study | Commvault

Working with Commvault has been a breath of fresh air. Not only are the sales and marketing functions extremely proactive and efficient, Commvault’s technology itself is very impressive – clearly the reason that Gartner rate them a market leader! My overall experience of working with Commvault is absolutely fantastic and I look forward to working with them into the future. Minhaz Ahmed - Head of Service Delivery

About ProspectAware ProspectAware Limited is Head Quartered in the City of London and specialise in delivering high level appointment setting, lead generation, telesales and marketing services to leading technology companies and their channel partners.

Our services can be used as a complete out-sourced lead generation capability, or as an extension to an internal team. With an end goal of increasing our clients’ new business revenue streams, our primary focus is high level appointment setting and position them in front of key individuals within their prospective markets.

For more information please feel free to visit the ProspectAware website or call their London office to speak with a

marketing expert.

www.prospectaware.com + 44 845 299 7939

ProspectAware are experts at Executive level apointment setting. We arrange B2B meetings at C-Level, C-Level-1, Director, Head Of or Role Specific, where a ‘business pain’ or ‘need’ is identified within a prospective company. With over 15 years collective experience and a direct knowledge that covers over 400 technology companies and the challenges that they face, ProspectAware’s services and methodologies have been designed in a way to add maximum value to our clients’ marketing and sales strategies.

The experience we have gathered has allowed us to develop a unique proposition within the area of technology marketing. By realising the need to combine a number of proven techniques to influence all points of access to our clients’ target audience, ProspectAware is actively engaged in developing the relationships between our clients and their prospective markets, improving the quality of new business sales opportunities, and increasing sales pipeline.

ProspectAware adopt a Top-down calling methodology

© 2016 ProspectAware Limited All rights reserved. All other company and product names may be trademarks of the respective companies with which they are associated.