TTMC’s lead generation delivers potential pipeline of £675,000 and proves value of telemarketing channel for Safenames.

Founded in 1999 and ICANN-accredited since 2001, Safenames is a global provider of secure, enterprise-grade infrastructure and digital brand protection services. Headquartered in Milton Keynes, with a data centre in Wellingborough and agents worldwide, the company supports mid-to-large enterprises with mission-critical hosting, domain management, cybersecurity, and compliance-led IT solutions.

Campaign objective and project background.

Safenames approached The Telemarketing Company (TTMC) to address a gap in business development while recruiting for an internal BDR role. The internal sales team was spending a disproportionate amount of time on early-stage pipeline, limiting their focus on closing deals and driving revenue.

To maintain sales momentum and allow the internal team to concentrate on later-stage opportunities, Safenames needed a partner to take ownership of lead generation and qualification. As the company had not previously used telemarketing, the engagement would also serve as a proof of concept for the channel and provide the opportunity to assess the value of an external provider in streamlining the sales process.

Following an initial evaluation of five agencies, TTMC was quickly identified as the best fit and appointed to run an outbound lead generation campaign.

Project execution

Safenames provided a full briefing to outline its brand, proposition, competitive landscape, and key customer personas, each with clearly defined pain points and associated benefits. TTMC’s role was to introduce the brand’s secure, managed hosting services to IT decision-makers, including Heads of IT, Infrastructure Managers, CTOs, and CIOs in UK-based organisations with 100+ employees. The primary goal was to build a pipeline of qualified leads and schedule appointments for the internal sales team, whilst at the same time raising brand awareness and gathering actionable market insights.

Adopting a consultative, non-pushy approach aligned with the client’s brand values, agents tailored their messaging to the specific needs and concerns of each persona. This helped establish credibility, build rapport, and improve their ability to secure qualified appointments. During each call, they balanced several objectives: delivering high-quality, sales-ready leads; capturing insights to support ongoing sales engagement; and increasing awareness of Safenames’ full offering. Beyond identifying prospects with immediate interest, agents gathered intelligence on current providers, contract timelines, and compliance requirements.

Appointments were either booked directly into the sales team’s calendars or, in cases of high intent, connected immediately via hot key transfer to an internal salesperson.

By exploring each organisation’s business needs, qualifying pain points, and assessing readiness to engage, agents were able to capture prospect intelligence to enhance the ongoing sales engagement. Leads handed over to the sales team came with deeper insights and context, improving the likelihood of conversion and speeding up sales outcomes.

To ensure lead quality, strict qualification criteria were applied, confirming that each prospect:

• Had a recognised need for hosting services

• Held appropriate decision-making authority or influence

• Had a reasonable budget or purchasing timeline (within 12 months)

• Was open to considering alternative providers

TTMC’s real-time reporting portal gave full transparency into campaign performance, providing detailed analytics and access to call recordings. This immediate visibility enabled early feedback that sped up agent onboarding and boosted call quality. A strong feedback loop ensured efficient insight sharing and knowledge transfer, allowing
TTMC to quickly adapt messaging and strategy as the campaign progressed. Through ongoing reviews and close collaboration, the approach was continuously refined and kept fully aligned with campaign priorities.

Results

TTMC has become a trusted partner, consistently delivering high-quality sales appointments and enabling Safenames’ internal team to focus on closing and later-stage pipeline activity. With one result achieved every 13.52 hours and 126% of the campaign target met, the activity represents a potential pipeline of £675,000.

The campaign has successfully met core objectives aligned with the client’s broader growth strategy for its secure, enterprise-grade hosting services. It has:

• Maintained a steady flow of qualified leads, allowing internal BDMs to concentrate on converting high value opportunities.

• Raised awareness of the hosting offering across new and previously untapped market segments

• Captured valuable insights into customer needs and buying behaviours, helping shape future sales and marketing efforts.

• Enhanced the depth and accuracy of prospect data, improving outreach effectiveness and conversion potential.

• Provided targeted support to key growth plans within the hosting division.

By partnering with TTMC, Safenames has not only addressed a resource gap in its outbound sales function but also demonstrated the value of telemarketing as a strategic growth channel. The success of this campaign has established a strong foundation for continued collaboration, with the business now exploring how telemarketing can support other areas of the organisation.