Case Study

Brief: Lead Generation. Developing and processing a warming queue

Company: Miller Solutions Ltd is an IT support company based in Chesterfield and Nottingham. They have extensive experience supporting, supplying and upgrading hardware, software and network systems. Providing an efficient, personal service Miller Solutions is able to support networks of any size. By maintaining a customer centric attitude to business Miller Solutions will provide support in the way that best suits the customer. This can mean dialling in for remote access, setting up secure network links, or visiting on site. Throughout, the focus is on taking the pain away from setting up and maintaining IT systems, and providing clear, honest advice – demystifying IT and enabling companies to make informed decisions about their needs.

Industry: IT

Problem: Miller Solutions currently has clients all across the UK, one of the major issues with this was that the sales team could often be stretched, and resources not necessarily allocated in the optimum way to deal with new sales leads. Target companies needed to be identified and approached without taking up the time of the Miller Solutions sales staff, whilst providing a quick return on investment to change the director’s attitude of past telemarketing campaigns

Miller Solutions provide expert, knowledgeable support for a wide range of systems. The personal, professional approach helps companies allay their fears of IT, and provides an ideal alternative to large companies that employ call centre style help desk systems. However if they’re not able to get in front of the correct decision makers, then there is not the opportunity to present the company to prospective customers.

Solution: Blueberry decided to focus on targeting companies within a specific radius of their head office in Chesterfield, with the angle that Miller Solutions is a local company providing quality business focused IT services. Companies targeted were generally small to medium sized firms from specific industries Miller Solutions had successfully worked with in the past. This meant that Blueberry could focus on differentiating Miller Solutions from other IT Managed Service providers in the region and meant that we could develop an effective approach to get the benefits across.

Blueberry also tracked the current support situation of the companies called, allowing companies to be contacted when their current support contracts were due for renewal. This process was managed entirely by Blueberry, freeing Miller Solutions up to concentrate on closing sales, knowing the appointments they have are with relevant companies at times they are receptive to taking on a new IT support company.

Results: Within the first two months of the campaign Miller earned a return on investment for their campaign spend. Due to the nature of the business this should result in ongoing revenue. Our approach with small to medium local companies meant that we were able to help Miller Solutions realise some quick returns. Continuing work will focus on other areas which were identified as a result of ongoing campaign. This phased approach enables Miller Solutions to supplement cash-flow with clients with a short buying cycle, whilst putting in place strategies to target larger contracts in the medium term.