Our Client: Leading Technology Company

Denave partnered with a leading technology company to execute an outreach program focused on driving awareness for their ISV marketplace and generating qualified appointments for their sales team. The program targeted 12-15 ISVs across nine countries, including India, Malaysia, Singapore, Philippines, Indonesia, Hong Kong, Taiwan, Australia, and New Zealand.
Through a personalized engagement strategy, front-line agent enablement, and an account-based approach, Denave delivered exceptional results. In just nine months, the program generated 500+ successful appointments and 180+ qualified leads, demonstrating the power of Denave's integrated sales and marketing solutions.

Impact Generated

Qualified Appointments

Generated 500+ successful appointments with 180+ qualified leads within a 9-month period.

Operational Efficiency

Stabilized operations with direct alignment across the nominated ISV universe for faster feedback and responsiveness.

Scalability

Demonstrated the potential to scale the engine to cover approximately 50 ISVs based on existing credentials.

Lead Conversion

Achieved a 30% conversion rate from meetings conducted to opportunity generation by ISVs.

Campaign Objective

Objective

Integrated Approach

Adopt an integrated approach combining ISV Portal awareness and engagement with a propensity-based account targeting strategy.

Objective

Mid-Market Focus

Engage net new customers in the mid-market segment and drive inclination towards ISV solutions.

Objective

Appointment Setting

Commit to a successful appointment (through hot triangulation).

Challenges

Limited visibility and awareness of the ISV marketplace among potential customers.

Difficulty in engaging mid-market companies and conveying the value proposition of ISV solutions.

Need for efficient lead qualification and appointment setting processes to maximize sales team productivity.

Program Reach

Progrm Reach
Singapore
Philippines
Taiwan
malaysia
indonesia
pan india
hong kong
taiwan

ServicesOffered

Integrated DM - Sales Intelligence

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Execution Methodology

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Building Reach & Visibility

Targeted a universe of approximately 15K accounts/ 30K contacts, developed a new ISV Portal focused on third-party intelligence tracking tools, and gathered intent triggers at the top of the funnel.

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Driving Personalized Engagement

Created personalized emailers for each ISV, followed up with solution-based content, utilized clear CTAs, and segmented leads into Hot, Warm, and Cold categories based on their interactions.

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Front-line Agent Enablement

Ensured the frontline team was well-versed in ISV solutions, implemented effective probing techniques, provided calendar visibility to ISV teams, and leveraged LinkedIn for one-on-one outreach.

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Account-Based Focus and Outcome

Executed ABM media campaigns to drive leads and traffic to the ISV Portal, enabled anonymous tracking to identify engaged accounts, and prioritized "hot triangulation" to secure successful meetings.