PRISM

Encapsulates the case study pertaining to a business process we follow and the strategies we craft to accomplish the client objectives

Summary

The Corona Virus pandemic has affected all industries around the world equally. This case study shows how Redefine as the marketing partner of Avaya, employed its best strategies and leveraged tools of telecalling to generate leads for Avaya Spaces during a crisis.
Lead Generation is a marketing process of stimulating and capturing the interest of strangers and prospects in a product or service for developing a sales pipeline that allows companies to nurture targets until they are ready to buy. With Redefine’s expert team of telecallers, Avaya Spaces saw a total of more than 50,000 downloads and over 200 leads in just a span of 2 months. Despite the current work conditions due
to the pandemic, our collaboration was indeed a great success!

About Avaya Spaces

Avaya Spaces is an app that centralizes your team conversations into one place. It supports all of today’s most preferred forms of communication (like phone, email and chat) so that every person in your organization can work the best way they know how.

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Challenge

Working in the current pandemic scenario where telecalling is a much bigger challenge than in normal conditions.
Our telecallers overcame the crisis by following due process.

Generating maximum leads both, quantity and quality, on a daily basis.

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Time Period

April 2020

Solution

Preparation: Get a strong product brief from the client and do an exhaustive research on the product.
Calling Script: According to the brief, create strong points for a pitch.
Research: Identify a target audience according to the client criteria.
Introduction & EDM Broadcast: Broadcast an email, introduce the products and explain the purpose of the call.
Prospects: Find out the details and requirements of the design maker.
Proposal: Send out a proposal explaining how Avaya Spaces will benefit their organization.
Follow-up & Nurture: Prepare for customer queries and be ready for positive revert with solution and the lead is generated.
Verify Client Requirement: Budget Authority Need Timeframe (BANT) should be verified properly.
Close & Follow-Up: Greet the customer and close the call with further client technical verification, update the customer details for further follow-ups.
Triangulation: Do a triangulation or send the lead through mail to the client. If the customer is qualified by client, the lead is accepted. If not, the lead is rejected we rework and continue to generate more leads.

RESULTS


Project Name Start Date End Date Target Qualified Lead Success Ratio %
Target Vs Achievement		 Qualified
Coversion Ratio
Avaya Space - Part 1 5th Apr to 15th Apr 15th Apr 100 101 101% 63%
Avaya Spaces - Part 2 16th Apr to 30th Apr 30th Apr 100 124 124% 54%
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