Demand generation calling proves so successful that Management Solutions Company and Microsoft Gold Partner Careworks, return for their 8th campaign.
CareWorks provides social care case management solutions to help social services more effectively serve, engage and enable service users. Established in 1997, CareWorks has delivered solutions to over 70 organisations in Ireland and the United Kingdom including Adult and Children's services, Criminal Justice, Youth Justice and Community Health organisations.
Careworks was originally put in touch with The Telemarketing Company through Microsoft as part of Microsoft’s ISV (Independent Software Vendor) Partner Telesales Service. At this time The Telemarketing Company was the selected telemarketing agency driving Microsoft’s demand generation service for their channel partners in the UK. Careworks was one of the Microsoft partners to be offered this lead generation service, which creates and nurtures partners’ ongoing sales opportunities and drives ROI.
Careworks had a need to promote their new product CareDirector to Adult and Children’s services in the UK. CareDirector is a social care management information system that enables the public to direct their own services. CareDirector is unique because it has been built on an industry-standard customer service platform from Microsoft.
Project execution and results
The objectives of the campaign were to promote CareDirector’s unique selling points and identify high quality leads that the CareWorks Sales team could follow-up on.
CareWorks and The Telemarketing Company used a blended approach, generally following up a mailshot and then targeting the interested parties.
It was decided that the calling would target multiple decision makers in each organization and leads were made with budget holders and senior business leaders in such departments as social care IT, Adult Services and Children’s Services.
The campaign delivered a great deal of market intelligence as well as pure results and was so successful that Careworks chose to return and fund a further 7 campaigns themselves.
Some of the other campaigns were also used to maximise attendance at events organised by CareWorks including seminars and webinars.
Working with CareWorks over a period of 3 years on at least a couple of campaigns a year, The Telemarketing Company was able to build and leverage product knowledge and truly act as an extension of the CareWorks marketing team delivering a total of 116 leads.
"I was very impressed by the professionalism shown by the Telemarketing Company. They demonstrated a clear understanding of our requirements and objectives and were operational very quickly. They allowed us to extend our market coverage and increase our pipeline of opportunities. Their understanding of our product and vision and the tangible results they have delivered makes them a key component of our marketing strategy.”
Marketing Manager, Careworks