Case studies

Marketing & Communications Manager - Concise IT Ltd

We began using NetFinder about 6 years ago following a recommendation
from Hewlett Packard.  The benefits of sourcing accurate and targeted
data with in-depth infrastructure details made this a logical choice and
we were prepared to pay more for a marketing database that
was solely focused on the ICT marketplace.

Building a solid foundation for growth

Great data has formed a solid foundation for business development and company growth, and the business has grown from 12 employees 5 years ago to around 50 today.

Over the past 3 years we’ve been able to track sales figures with originating lead source and can report that £1.58m revenue has been generated as a result of successful direct marketing campaigns using NetFinder data.  Based on this sales figure, ROI for our NetFinder purchase has been almost 16,000% over that period!

Although Concise IT tends to focus more on smaller businesses, some of our bigger wins include:

Quick and easy targeting for tactical campaigns

Where Concise IT have particularly good uptake in sectors such as Legal, and technology areas such as storage management & virtualisation, it has been important for the marketing team together with our business partners (Hewlett Packard, Microsoft, Sophos and others) to use the capabilities of NetFinder to quickly and easily target for effective prospecting activity.

The market has been tougher over the past few months and there has been a notable change in contact information across the board, often due to redundancies and corporate changes.  However, Concise IT trust that the high refresh rate the NetFinder research team apply will keep on top of these and maintain currency of the data.  We’re now looking into utilising the new 5,000 small business sites in NetFinder for further marketing activity at this target market and look forward to a bright future with Rhetorik.

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Commercial Sector Sales Manager – Trapeze Networks UK

Following 7 years at HP and 10 years at Oracle, I joined Trapeze Networks UK 
management team in February 2008.  The company having successfully  expanded
over the last 4 years from the USA to the UK and Ireland and finding success in
the public sector needed to grow its commercial sector business , virtually, from scratch.

We started with a UK commercial lead generation programme and having already used NetFinder data in the past I was pleased that my regional director had purchased NetFinder for the initial campaign.

Right IT contacts

From experience, the Legal sector is a typically tough market to get into, make contacts, and gather technology information.  However, having utilised NetFinder contact data for this market sector it would be fair to say that over 90% of decision-maker details held are spot on.  When we met with our Partners, they also verified the data accuracy and reported extra-ordinarily high hit rates. 

“The NetFinder data provides a great profile of a company with the right names at the right places”.

Ice breaker

The contact and profile information is a really powerful sales aid when talking with IT decision-making contacts.  For instance, when talking with an IT Director, I drop into the conversation whether other contacts in the company are involved in projects.  This helps build rapport and makes a good impression that you know who they are and have researched background and technical information about them.  I’ve not always been so bold and have been into meetings in the past having used some poorer data sources where contacts have left the company over 3 years ago! 

With NetFinder it’s reassuring to have full faith in it and are confident walking into a business meeting knowing that all the information is as up-to-date as can be. 

“This kind of intelligence would otherwise take weeks to gather”.

ROI

We have a forthcoming event with our Partners, which will be costing in the region of £50K to put on, so it’s paramount to invite and get the right people along in order to maximise the return on investment.   It goes with out saying that NetFinder will be key to its success.

We have had a great service from our Account Manager and will be coming back for more data in Q1 2009.   We’ve also recommended to our UK partners to use NetFinder data for business development and I’m determined that even in these tough economic times that with the right marketing data and sales activities we’ll continue to grow the business here in the UK and Ireland.

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Marketing Manager - Nouveau Solutions Ltd

Problem:  On joining Nouveau I inherited an out-of-date marketing database,
where email campaigns received high levels of bounce backs and unsubcribes. 
Critical time was being wasted cleansing the data rather closing sales.  Fresh
blood was needed in the form of new data.

Data cuts were purchased and tested from two other companies. Without
guarantees with the accuracy of their emails, they did indicate that the
bounce rate would be no more than 20%.  Having monitored this there was a disappointing 35% bounce rate for both of these data sources.  The sales team were also very frustrated about the poor quality of the data for follow-up calling and lead generation.

Solution: Following a recommendation, a small cut of NetFinder data was acquired and ran a further email campaign. 

Bingo! The quality of the NetFinder data proved to be the best by far and the campaign was a huge success. 

Now:   Using NetFinder the campaigns are continuously successful and the sales team are happy that they are calling with accurate and relevant data. 

Due to the in-depth nature of the IT infrastructure details held it subsequently enabled us to target and tailor campaigns specifically to the relevant areas of our portfolio of products and services and projects were identified that would have never materialised. 

The simplicity of the NetFinder online application makes it a breeze to select and export data very quickly in Excel. 

Our account manager provides additional help with our complex queries and always goes over and above.

Return on investment has already been achieved and good business pipeline has been established.  We are extremely happy to be working with Rhetorik and using NetFinder.