Business Case
- Client: TTGI
- Industry: TELCO
Finding channel partner for 500k+ LTV deals
Turnium.com is a transformative Software-Defined Wide Area Networking solution that enables communication service providers and managed service providers to deliver unique and custom service stacks using Turnium as the network foundation. Turnium enables partners to deliver encrypted, automated, managed, hybrid networks with quality of service, anywhere, which partners bundle with security, management, orchestration, AI applications, and other managed services.
Problem
Turnium was seeking to expand its reseller partner network across North America and Asia Pacific region. A predictable, scalable, and focused lead generation process was required to engage specific prospects in specific regions and industries with Turnium marketing content and social media to have leads self-identify by requesting more information or requesting a demo.
Solution
When they started working with Robust Choice, we learned about their offerings and with a couple of data samples (their ideal/current clients) we started to build their Total Addressable Market (TAM).
The next step was finding the right decision makers inside each company who had the power to purchase their services or sign a partnership agreement. We took care of this step through understanding the title and roles which they needed to contact with.
The last step was to design and execute a highly targeted, highly personalized omni-channel outreach to engage those decision makers with Turnium team.
After a while, we started to add “Intent Data” to the sales pipeline to find out who is actively looking for the keywords and concepts that shows interest in their products and services. By finding the companies and executives who have showed interest in specific keywords and concepts and adding them to their sales funnel, which resulted in higher conversion rates and opportunities.
Within the first 3 months, we were able to open 3 opportunities with some largest enterprises in their sector for Turnium.
