Our Client Portfolio

Up-Sell Meeting Maker

CLIENT

WebEx

TACTIC

Direct Mail

PROGRAM TYPE

Demand Generation

INDUSTRY

Technology

Challenge

Here is a prime example of that old tale about the “cobbler’s children having no shoes.” WebEx, the undisputed leader in online meetings, needed a way to get serious face time with existing customers to up-sell its array of tools for marketing, training, and sales departments. Existing efforts were getting a respectable response—but the pressure was on to generate stellar results.

Solution

To help WebEx book virtual one-on-ones, we created an engaging format and coupled it with an offer that proved irresistible—an iPod. Next, we provided the WebEx sales team with a short—but compelling—script to use during follow-up calls with key accounts. This one-two punch generated a meeting rate in excess of 30%—a 300% increase over previous efforts.

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