Neo@Ogilvy – IBM Case Study

The Client

IBM Spectrum Scale, formerly known as ‘General Parallel File System before’ before IBM’s rebranding of several of its storage product lineup, is a high-performance clustered file system solution designed for server and cloud storage use. It seamlessly integrates analytics and big data operations with archiving, which gives companies better insights into the data they process.

IBM Spectrum Scale is a highly-technical product, in a sense that it is intended to be installed, configured, and maintained by IT personnel with access to or have a top-level deciding authority on their company’s storage infrastructure.

Neo@Ogilvy planned IBM ’s marketing campaign across multiple channels and regions for this solution. Being experts in the APAC technology sector, ThinkLogic PTE Ltd was chosen by Neo@Ogilvy to target key IT decision makers and recommenders and generate high quality sales qualified leads.

Detailed Campaign Requirements

Markets Singapore, Malaysia, Indonesia, Philippines, Thailand, Vietnam
Campaign Type Sales Qualified Leads*
Target Audience Primary: IT Managers and up.

Finance, Sales and Marketing, Analytics, Research and Development, and Production Managers and up.

Company Size 100+
Database ThinkLogic Database
Target Leads 56
Leads Delivered 56
Reporting Custom, tailored for client needs.
Campaign Time Frame 1 Month

*Sales Qualified Leads: Leads that have passed the agreed filtering criteria. ThinkLogic hot leads come with the responses to questions that identify challenges, needs, and pain points experienced by the prospects.

Our Process

As with all of our campaigns, most especially those that deal with Sales Qualified Leads, we begin by having a thorough discussion of the requirements with the client. Of course, the criteria and qualifications are established during this discussion, but what we prefer to give more attention to is the script to be used by the lead generation specialists.

ThinkLogic scripts place a special emphasis on open-ended questions, identifying needs based on customer experiences, challenges, or desired additional requirements from their current solutions (or lack thereof). This not only makes conversations with our prospects more natural, but also allows our clients to strategize their sales team’s calls based on the challenges and desires experienced by our prospects.

After the criteria have been discussed and our process presented to and approved by the client, we began EDM blasting whitepapers to 1,942 contacts extracted from our in-house database. This EDM stage defines the prioritization of our tele-qualification stage, as the prospects that have opened and read the emails they have been sent are contacted first.

One of the biggest challenges our tele-specialists encountered during the campaign was initial passiveness of the respondents. But after strategic probing and digging deep into the respondents answers, ThinkLogic’s agents were able to cultivate genuine interest from the prospects.

Towards the end of the campaign, we send out an email summary of the phone conversation along with the necessary white papers provided by the client to our prospects. In addition, we thank them for participating in the calls, as we believe that every interaction counts, with each small personal gesture contributing greatly to overall lead warmth as you nurture them through the sales funnel.

The Results

ThinkLogic was able to generate 56 High Quality Leads well within the specified campaign time frame. The vast majority of the generated leads are IT Managers, with the rest being decision makers from the marketing and finance departments.

IBM, through Neo@Ogilvy or directly, continues to receive customer insight from ThinkLogic as IBM makes more marketing strides in Southeast Asia.

Company Size

Department

Industry

Others: Financial Services (2), Transportation (2), Business Consulting (1), Government (1), and Media (1).

Neoogilvy

Client: Neo@Ogilvy – IBM

Campaign Type: Sales Qualified Leads

Generated Leads: 56

Time Frame: 1 Month

Markets: Singapore, Malaysia, Indonesia, Philippines, Thailand, Vietnam

Please fill the form and get access to download Neo@Ogilvy – IBM Case study.



Neo@Ogilvy – IBM Case Study

Neoogilvy

Client: Neo@Ogilvy – IBM

Campaign Type: Sales Qualified Leads

Generated Leads: 56

Time Frame: 1 Month

Markets: Singapore, Malaysia, Indonesia, Philippines, Thailand, Vietnam

The Client

IBM Spectrum Scale, formerly known as ‘General Parallel File System before’ before IBM’s rebranding of several of its storage product lineup, is a high-performance clustered file system solution designed for server and cloud storage use. It seamlessly integrates analytics and big data operations with archiving, which gives companies better insights into the data they process.

IBM Spectrum Scale is a highly-technical product, in a sense that it is intended to be installed, configured, and maintained by IT personnel with access to or have a top-level deciding authority on their company’s storage infrastructure.

Neo@Ogilvy planned IBM ’s marketing campaign across multiple channels and regions for this solution. Being experts in the APAC technology sector, ThinkLogic PTE Ltd was chosen by Neo@Ogilvy to target key IT decision makers and recommenders and generate high quality sales qualified leads.

Detailed Campaign Requirements

Markets Singapore, Malaysia, Indonesia, Philippines, Thailand, Vietnam
Campaign Type Sales Qualified Leads*
Target Audience Primary: IT Managers and up.

Finance, Sales and Marketing, Analytics, Research and Development, and Production Managers and up.

Company Size 100+
Database ThinkLogic Database
Target Leads 56
Leads Delivered 56
Reporting Custom, tailored for client needs.
Campaign Time Frame 1 Month

*Sales Qualified Leads: Leads that have passed the agreed filtering criteria. ThinkLogic hot leads come with the responses to questions that identify challenges, needs, and pain points experienced by the prospects.

Our Process

As with all of our campaigns, most especially those that deal with Sales Qualified Leads, we begin by having a thorough discussion of the requirements with the client. Of course, the criteria and qualifications are established during this discussion, but what we prefer to give more attention to is the script to be used by the lead generation specialists.

ThinkLogic scripts place a special emphasis on open-ended questions, identifying needs based on customer experiences, challenges, or desired additional requirements from their current solutions (or lack thereof). This not only makes conversations with our prospects more natural, but also allows our clients to strategize their sales team’s calls based on the challenges and desires experienced by our prospects.

After the criteria have been discussed and our process presented to and approved by the client, we began EDM blasting whitepapers to 1,942 contacts extracted from our in-house database. This EDM stage defines the prioritization of our tele-qualification stage, as the prospects that have opened and read the emails they have been sent are contacted first.

One of the biggest challenges our tele-specialists encountered during the campaign was initial passiveness of the respondents. But after strategic probing and digging deep into the respondents answers, ThinkLogic’s agents were able to cultivate genuine interest from the prospects.

Towards the end of the campaign, we send out an email summary of the phone conversation along with the necessary white papers provided by the client to our prospects. In addition, we thank them for participating in the calls, as we believe that every interaction counts, with each small personal gesture contributing greatly to overall lead warmth as you nurture them through the sales funnel.

The Results

ThinkLogic was able to generate 56 High Quality Leads well within the specified campaign time frame. The vast majority of the generated leads are IT Managers, with the rest being decision makers from the marketing and finance departments.

IBM, through Neo@Ogilvy or directly, continues to receive customer insight from ThinkLogic as IBM makes more marketing strides in Southeast Asia.

Company Size

Department

Industry

Others: Financial Services (2), Transportation (2), Business Consulting (1), Government (1), and Media (1).

Please fill the form and get access to download Neo@Ogilvy – IBM Case study.