Telemarketing for Commtouch - B2B Telemarketing Case Study

Telemarketing agents navigate multiple departments in order to promote Commtouch’s Android based security Kits and source relevant decision making contacts.

Founded in 1991, Commtouch (now Cyren) provides Security Software Development Kits for Security Vendors and Service Providers. Commtouch has offices in the USA, Israel, Germany and Iceland, employs 170 staff and cites Google, Microsoft, SAP and BWW amongst its key customers.

Project background

Commtouch approached The Telemarketing Company to run a second campaign to promote Embedded Mobile Security for Android into financial service providers. Embedded Mobile Security for Android is integrated directly into the mobile apps that deliver customer’s financial services via android phones and tablets. It detects and removes Android Malware as well as browser access to Phishing and malware sites. It can be configured as a transparent and passive sensor embedded in the mobile app that logs security events on the device in order to inform access control decisions to the financial institution’s services. Alternatively, it can be integrated to deliver active security alerts to customers that download the application – e.g. alerting a user that they are about to install a malicious application.

Our initial campaign for Commtouch had been contacting software developers to see how much of a requirement there was amongst developers for Android-based security products. As well as testing the water in terms of how large an issue the market sees this as, we were also promoting Commtouch’s SDK so that the developers could start to improve security for their Android applications.

Project execution and results

The Telemarketing Company was tasked with contacting the Top 136 US Banks, presented by name and US state. The likely decision makers were CSO (Chief Security Officer), VP of Information Security, Senior Product Manager and Architecture personnel responsible for Mobile Financial services and applications.

Over 103 hours, The Telemarketing Company built the data and reached out to the US Banks, navigating through departments to reach the relevant decision makers. These were as diverse as VP of Web Applications through to VP of Mobile and Internet Banking and Software Solutions Architect.

The Telemarketing Company sent call recordings of leads and decision making contact calls to various Commtouch offices, for advice on messaging and positioning. The campaign delivered 3 firm Sales Leads and some good pipeline.