Case Studies

Signal Learning Case Study

Signal Learning, a Microsoft Gold Certified Partner markets its b2c IT certification programs to career changers and its b2b IT training to IT staffers of area companies.

Inbound Solution

South Bend, Indiana, June 2006

Leads were down, sales were down and Signal Learning's advertising budget had already doubled during an attempt to generate more sales leads. Marketing problem? Lead quality problem? Sales problem?

How about a performance conversion ratio problem. Signal's overall lead-to-sale performance conversion ratio had dropped from 13% to 7%. That meant that they were only converting 7% of their leads into sales. Marketing was blaming sales and sales staffers were blaming marketing.

The culprit, Signal's call center's inability to convert leads to sales appointments had dropped from 65% to 40%. This caused Signal's overall lead-to-sale conversion ratio to drop by 6% causing marketing to spend an additional $30k/mo in an attempt to generate more leads.

In July 2006, Signal outsourced inbound leads and call center operations to IT Lead Source. In just six months, Signal's lead-to-sales appointment conversion ratio dramatically increased to 74% resulting in consecutive record breaking quarters.

Outbound Solution

Indianapolis, Indiana, February 2007

Signal's b2b sales of IT training solutions to the local corporate community had stagnated. Prospecting calls, appointments, proposals and sales were at an all-time low.

Following IT Lead Source's success with Signal's inbound call center, outbound telemarketing was outsourced to IT Lead Source in March of 2007. The objective was to generate sales appointments for Signal's sales team.

Telemarketing calls would be directed to CIO's, IT Directors and Technology leaders responsible for technology budgets. IT Lead Source worked with Signal's management team to develop targeted call list, objectives and scripts. The hand-off to the sales team had to be seamless.

During this outsource telemarketing campaign; over 130 appointments were secured for Signal's team in sixty days resulting in three year record high in sales.

Autodesk Constructware

Atlanta, Georgia, March 2008

Constructware, a software product for Autodesk, had declining sales revenues. Their appointment setter was not hitting their benchmark goal of 2 - 3 sales appointments per week. Autodesk outsourced setting web demos for their sales reps in the fall of 2007. IT Lead Source exceeded their expectations and consistently set 4 - 6 web demonstrations each week. The results were significant! An astounding 48% of the sales appointments IT Lead Source generated turned into new revenue, averaging $8,000 a sale. This has translated into roughly $486,000 in new business for Autodesk.