Neo@Ogilvy

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

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).

Hyland

Hyland – LogMeIn Case Study

The Client

Hyland Media is an Australian digital media agency that specializes in bringing its clients’ content to the right audience through the optimal utilization of different media channels.

LogMeIn, a global leader in the Software-as-a-Service and cloud-based remote connectivity industry, tasked Hyland to plan its marketing strategy and grow its global user-base for its recently-acquired online meeting, desktop sharing, and video conferencing software, ‘GoToMeeting’.

Recognizing ThinkLogic PTE Ltd.’s unique expertise in the Southeast Asian market, Hyland turned to us to increase awareness for LogMeIn’s software and to generate quality leads from Singapore and Hong Kong.

Detailed Campaign Requirements

Markets Singapore (70%) and Hong Kong (30%)
Type of campaign Marketing Qualified Leads*
Target Audience Primary: General Managers, Chief Executive Officers, Managing Directors, Business Owners, and Directors

Secondary: Managers, IT Managers (and superiors),and Sales, Marketing, and Operations Heads.

Database ThinkLogic Database
MQLs 333
Target Company Size 50-1000 employees
Reporting Salesforce Template (provided by client)
Time Frame 3 Months (reduced to 1.5 months on client’s discretion)
Exclusions Government and Education sectors and competing businesses

*Marketing Qualified Leads: Complete business card details and an agreement to receive further communication from the client.

Our Process

ThinkLogic kicked off the campaign by reviewing the materials provided by the client, as well as other resources relevant to GoToMeeting hosted on LogMeIn’s website. With a robust understanding of the product already established, ThinkLogic composed a script designed around a brief – yet precise – introduction of the client’s solutions instead of mere data capture. This makes it easier for the tele-specialists to gauge prospect interest and initiate a more natural conversation.

Time was of the essence with this campaign, given that the target completion time was essentially halved from three months to a month and a half shortly after the start of the run. This campaign tested the flexibility of the team assigned to GoToMeeting who, despite the tight timeline, managed to deliver stellar results on schedule.

As with all our campaigns, we send out emails thanking our prospects for participation before turning them over as leads to our clients. 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 deliver 333* marketing qualified leads across different industries and job titles within 1.5 months’ time, as well as hitting the required lead ratio between Singapore and Hong Kong. Driving exceptional results amidst circumstances, ThinkLogic continues to be Hyland’s regional partner for more Asia-Pacific campaigns.

*Four leads were rejected by the client and were then replaced free of charge.

Company Size

Job Title

Industry

Others: Healthcare, Telecommunications, Consulting, Pharmaceuticals, Marketing, Aerospace and Defense, Energy, Chemical, and Utilities, Legal, and Real Estate.

Hyland Media

Client: Hyland – LogMeIn

Campaign Type: Marketing Qualified Leads

Generated Leads: 333

Time Frame: 1.5 Months

Markets: Singapore and Hong Kong

Hyland – LogMeIn Case Study

Hyland Media

Client: Hyland – LogMeIn

Campaign Type: Marketing Qualified Leads

Generated Leads: 333

Time Frame: 1.5 Months

Markets: Singapore and Hong Kong

The Client

Hyland Media is an Australian digital media agency that specializes in bringing its clients’ content to the right audience through the optimal utilization of different media channels.

LogMeIn, a global leader in the Software-as-a-Service and cloud-based remote connectivity industry, tasked Hyland to plan its marketing strategy and grow its global user-base for its recently-acquired online meeting, desktop sharing, and video conferencing software, ‘GoToMeeting’.

Recognizing ThinkLogic PTE Ltd.’s unique expertise in the Southeast Asian market, Hyland turned to us to increase awareness for LogMeIn’s software and to generate quality leads from Singapore and Hong Kong.

Detailed Campaign Requirements

Markets Singapore (70%) and Hong Kong (30%)
Type of campaign Marketing Qualified Leads*
Target Audience Primary: General Managers, Chief Executive Officers, Managing Directors, Business Owners, and Directors

Secondary: Managers, IT Managers (and superiors),and Sales, Marketing, and Operations Heads.

Database ThinkLogic Database
MQLs 333
Target Company Size 50-1000 employees
Reporting Salesforce Template (provided by client)
Time Frame 3 Months (reduced to 1.5 months on client’s discretion)
Exclusions Government and Education sectors and competing businesses

*Marketing Qualified Leads: Complete business card details and an agreement to receive further communication from the client.

Our Process

ThinkLogic kicked off the campaign by reviewing the materials provided by the client, as well as other resources relevant to GoToMeeting hosted on LogMeIn’s website. With a robust understanding of the product already established, ThinkLogic composed a script designed around a brief – yet precise – introduction of the client’s solutions instead of mere data capture. This makes it easier for the tele-specialists to gauge prospect interest and initiate a more natural conversation.

Time was of the essence with this campaign, given that the target completion time was essentially halved from three months to a month and a half shortly after the start of the run. This campaign tested the flexibility of the team assigned to GoToMeeting who, despite the tight timeline, managed to deliver stellar results on schedule.

As with all our campaigns, we send out emails thanking our prospects for participation before turning them over as leads to our clients. 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 deliver 333* marketing qualified leads across different industries and job titles within 1.5 months’ time, as well as hitting the required lead ratio between Singapore and Hong Kong. Driving exceptional results amidst circumstances, ThinkLogic continues to be Hyland’s regional partner for more Asia-Pacific campaigns.

*Four leads were rejected by the client and were then replaced free of charge.

Company Size

Job Title

Industry

Others: Healthcare, Telecommunications, Consulting, Pharmaceuticals, Marketing, Aerospace and Defense, Energy, Chemical, and Utilities, Legal, and Real Estate.

Oracle

Oracle Event RSVP Case Study

Overview

Oracle is a multinational software and technology company with a focus on enterprise computing solutions. Their scope in the industry is wide, with their products revolving around servers, workstations, storage devices, database management systems, and business applications.

During the first quarter of 2017, Oracle intended to generate awareness and fill its sales funnel for one of their enterprise products with leads from Southeast Asia. They identified Malaysia, Indonesia, and Singapore as the ideal markets for this campaign and then organized executive networking seminars across all three countries to meet their goals.

ThinkLogic PTE Ltd. came as an integral part of this solution awareness equation as it specializes in generating demand from the Asia Pacific region. Shortly after an in-depth consultation of their campaign requirements, ThinkLogic briefly began contacting Chief Financial Officers, Finance Directors, and Heads and Vice Presidents of Finance who are prospective attendees of the event.

Detailed Campaign Requirements

Market Indonesia, Malaysia, and Singapore
Type of campaign Event RSVP
Target Audience CFOs, Finance Directors, heads and VPs of Finance
Guaranteed number of RSVPS: 120 total RSVPs (40 per country)
Expected Attendees: 60 total attendees (20 per country)
Target Employee Size 500+ or 50M USD Revenue
Reporting Use client-provided template
Exclusion Partners

Our Process

ThinkLogic kicked off the campaign by extracting 2809 relevant contacts from its in-house database.

In line with its standard RSVP process, ThinkLogic blasted out invitation and registration EDMs to prospects prior to dialing. Replies and opens from these emails were constantly monitored as they are the primary basis of how our specialists’ calls are prioritized.

Prospects who have registered to the event in response to the EDMs are called only once as a reminder a few days before the seminar.

On the other hand, prospects who only opened and read their emails are considered to have shown more interest than those who did not open their emails at all, and thus are prioritized in the telephone invitation phase. Prospects who have verbally agreed to attend the event are asked to respond to the email, and then, similar to those who registered on first contact, are reminded of the event through phone a few days prior to the seminar.

ThinkLogic would continually update on its registrants to confirm their attendance to the event during the month-long campaign. This constant follow up ensures high attendance rates as prospects who have changed their mind are replaced at the earliest possible time.

The Results

Database Report

Campaign Statistics (email and phone registrations)

The campaign statistics table show how the 2809 contacts have been broken down between the three markets. The table also loosely outlines the process with which prospects have been invited, namely: the contacts acquisition stage, EDM blast, and the follow up phone invitation. During this part of the campaign, ThinkLogic observed competent email open and registration rates for the three markets.

Market Database Size Email Open Rate 1st Phase (Email) Registration 2nd Phase (Phone) Registrations
Malaysia 958 131 (13.67%) 14 (1.46%) 36
Singapore 1518 166 (10.94%) 15 (1.12%) 27
Indonesia 333 39 (11.71%) 5 (1.5%) 40

Registrations and Confirmations

The following table shows the number of prospects further down the funnel. During this phase of the campaign, prospects have been continually followed up for final confirmation to attend. Only 9 of the 137 who have registered chose not to attend the event due to various unforeseen circumstances.

Market Target Registrations Declined Accepted Calendar
Malaysia 40 50 7 43
Singapore 40 42 2 40
Indonesia 40 45 0 45

Conclusion

ThinkLogic is proud of the results for this campaign. Giving lead quality as much thought as quantity, it has ensured the presence of most of the respondents, leading to excellent attendance rates across all markets.

Event Confirmations

Attendees

Delivering results beyond client expectations has allowed ThinkLogic to continue to partner with Oracle in its marketing efforts, with more campaigns being worked on in the pipeline.

Oracle Logo

Client: Oracle

Campaign Type: Event RSVP

Actual Attendees: 104

Target Attendees: 60

Time Frame: 1 Month

Markets: Singapore, Malaysia, and Indonesia

Oracle Event RSVP Case Study

Client: Oracle
Campaign Type: Event RSVP
Actual Attendees: 104
Target Attendees: 60
Time Frame: 1 Month
Markets: Singapore, Malaysia, and Indonesia

Overview

Oracle is a multinational software and technology company with a focus on enterprise computing solutions. Their scope in the industry is wide, with their products revolving around servers, workstations, storage devices, database management systems, and business applications.

During the first quarter of 2017, Oracle intended to generate awareness and fill its sales funnel for one of their enterprise products with leads from Southeast Asia. They identified Malaysia, Indonesia, and Singapore as the ideal markets for this campaign and then organized executive networking seminars across all three countries to meet their goals.

ThinkLogic PTE Ltd. came as an integral part of this solution awareness equation as it specializes in generating demand from the Asia Pacific region. Shortly after an in-depth consultation of their campaign requirements, ThinkLogic briefly began contacting Chief Financial Officers, Finance Directors, and Heads and Vice Presidents of Finance who are prospective attendees of the event.

Detailed Campaign Requirements

Market Indonesia, Malaysia, and Singapore
Type of campaign Event RSVP
Target Audience CFOs, Finance Directors, heads and VPs of Finance
Guaranteed number of RSVPS: 120 total RSVPs (40 per country)
Expected Attendees: 60 total attendees (20 per country)
Target Employee Size 500+ or 50M USD Revenue
Reporting Use client-provided template
Exclusion Partners

Our Process

ThinkLogic kicked off the campaign by extracting 2809 relevant contacts from its in-house database.

In line with its standard RSVP process, ThinkLogic blasted out invitation and registration EDMs to prospects prior to dialing. Replies and opens from these emails were constantly monitored as they are the primary basis of how our specialists’ calls are prioritized.

Prospects who have registered to the event in response to the EDMs are called only once as a reminder a few days before the seminar.

On the other hand, prospects who only opened and read their emails are considered to have shown more interest than those who did not open their emails at all, and thus are prioritized in the telephone invitation phase. Prospects who have verbally agreed to attend the event are asked to respond to the email, and then, similar to those who registered on first contact, are reminded of the event through phone a few days prior to the seminar.

ThinkLogic would continually update on its registrants to confirm their attendance to the event during the month-long campaign. This constant follow up ensures high attendance rates as prospects who have changed their mind are replaced at the earliest possible time.

The Results

Database Report

Campaign Statistics (email and phone registrations)

The campaign statistics table show how the 2809 contacts have been broken down between the three markets. The table also loosely outlines the process with which prospects have been invited, namely: the contacts acquisition stage, EDM blast, and the follow up phone invitation. During this part of the campaign, ThinkLogic observed competent email open and registration rates for the three markets.

Market Database Size Email Open Rate 1st Phase (Email) Registration 2nd Phase (Phone) Registrations
Malaysia 958 131 (13.67%) 14 (1.46%) 36
Singapore 1518 166 (10.94%) 15 (1.12%) 27
Indonesia 333 39 (11.71%) 5 (1.5%) 40

Registrations and Confirmations

The following table shows the number of prospects further down the funnel. During this phase of the campaign, prospects have been continually followed up for final confirmation to attend. Only 9 of the 137 who have registered chose not to attend the event due to various unforeseen circumstances.

Market Target Registrations Declined Accepted Calendar
Malaysia 40 50 7 43
Singapore 40 42 2 40
Indonesia 40 45 0 45

Conclusion

ThinkLogic is proud of the results for this campaign. Giving lead quality as much thought as quantity, it has ensured the presence of most of the respondents, leading to excellent attendance rates across all markets.

ORACLE - Event Confirmation

ORACLE - Attendees

ORACLE - Attendance rate from confirmations

Delivering results beyond client expectations has allowed ThinkLogic to continue to partner with Oracle in its marketing efforts, with more campaigns being worked on in the pipeline.

SAP

SAP Case Study

Overview
SAP was looking to promote and interact with contacts that have a requirement for Human Capital Management Solution, Enterprise Resource Planning (ERP) Solutions and Procurement Solutions. Our main objective for this project was to generate leads that had genuine interest in SAP’s solutions and were looking to receive further information whether via telephone or email, and deliver leads directly to their marketing automation system.

Thinklogic Approach
SAP had specific requirements around industries, company sizes and job roles. Thinklogic used interest-based Tele-lead generation approach to reach the target audiences that have agreed to receive information from our client partners that are relevant to their topic of interest.

We worked closely with SAP to compose a script geared towards their objective and maximize their marketing budget by capturing meaningful insight of contacts’ current issues while delivering the required volume.

Product training was done between SAP’s subject matter expert and Thinklogic’s training team to ensure our specialists are armed with the right knowledge to effectively pitch and educate the contacts.

Our reports team closely worked with SAP’s reporting software provider (Msights) to ensure leads are uploaded to their system accurately.

Result
We were able to deliver 2,427 qualified leads for SAP in a span of 3 months. All leads were either having issues with their current solution providers or they are looking to implement solutions that SAP provides.

SAP marketing team is satisfied with the outcome of the activity. With leads conversion rate at 30%, SAP is happy to continue the partnership with Thinklogic.

Decision Making Role

Solution Timeframe Review

Company Size

sap

Client: SAP

Campaign Type:  Filtered and BANT

Generated Leads: 2,427

Time Frame: 3 months

Markets: APAC

SAP Case Study

Client: SAP
Campaign Type:  Filtered and BANT
Generated Leads: 2,427
Time Frame: 3 months
Markets: APAC

Overview
SAP was looking to promote and interact with contacts that have a requirement for Human Capital Management Solution, Enterprise Resource Planning (ERP) Solutions and Procurement Solutions. Our main objective for this project was to generate leads that had genuine interest in SAP’s solutions and were looking to receive further information whether via telephone or email, and deliver leads directly to their marketing automation system.

Thinklogic Approach
SAP had specific requirements around industries, company sizes and job roles. Thinklogic used interest-based Tele-lead generation approach to reach the target audiences that have agreed to receive information from our client partners that are relevant to their topic of interest.

We worked closely with SAP to compose a script geared towards their objective and maximize their marketing budget by capturing meaningful insight of contacts’ current issues while delivering the required volume.

Product training was done between SAP’s subject matter expert and Thinklogic’s training team to ensure our specialists are armed with the right knowledge to effectively pitch and educate the contacts.

Our reports team closely worked with SAP’s reporting software provider (Msights) to ensure leads are uploaded to their system accurately.

Result
We were able to deliver 2,427 qualified leads for SAP in a span of 3 months. All leads were either having issues with their current solution providers or they are looking to implement solutions that SAP provides.

SAP marketing team is satisfied with the outcome of the activity. With leads conversion rate at 30%, SAP is happy to continue the partnership with Thinklogic.

Role

Solution Timeframe

Company Size