IT - Real Time Data Distributors to the Financial Sector

ICM generated high-quality positive leads and appointments which helped Arcontech secure and win new business

Background
Arcontech supplies custom-built technology to provide real-time data to large financial institutions, whose information must accurately reflect shifts in the market price as they happen.

Situation
Twelve months ago, Arcontech tried to handle sales-lead generation in-house; without success. As a result, Arcontech appointed ICM to establish interest, generate sales leads and clean their existing database.

The primary business objective was to improve the sales pipeline and establish interest in Arcontech. A secondary objective was to resell to existing clients.

• Secure new appointments for Arcontech
• Resell to existing clients
• Identify the key needs (e.g. price and quantity) of prospective customers
• Represent Arcontech's conservative image
• Demonstrate the ability to understand and communicate Arcontech’s technical products and services

Solution
ICM's approach was simply to open the door effectively for a technical consultant to go in, pitch and close the sale. To do this and to demonstrate a seamless operation, we had to understand the complex nature of Arcontech's business. We invited the company to visit us regularly to review, refine and improve the campaign to make our team more effective. Arcontech particularly valued this level of openness from ICM and the results were far more effective than they had anticipated.

Results
During the two-week pilot project, 650 companies were sourced by ICM and contacted. A quantity of high-quality leads and appointments was set as a result of this initial campaign.

Furthermore, Arcontech now has fully comprehensive data to assist with the long-term/on-going sales process.