Case Study: Gsolutionz
Achieving a 10X Return on Investment in First Year
Background:
Ian Pugh, director of sales for Gsolutionz, a provider of technology products and consulting services to small, medium, and large-scale enterprise businesses, wanted an efficient way to connect with more prospective clients. Faced with the challenges of a slow economy, Pugh was looking for more efficient and cost-effective alternatives to his existing marketing programs. Despite the challenging economy, Gsolutionz had aggressive growth goals and Pugh needed a solution that would help his company achieve them.
Gsolutionz Business Goals:
Lower overall customer acquisition costs
Connect with additional sales prospects beyond those generated from existing marketing efforts
Maintain a cost per sale at or below current marketing programs, while gaining incremental sales
Achieve a measurable, sustainable ROI from their marketing investment
Build a stronger, consistent pipeline of in-market sales prospects for the sales team
Action Plan:
Gsolutionz chose Wheelhouse Enterprises for outsourced sales lead generation. Through its broad network of Wheelhouse-run and partner websites, Wheelhouse sourced relevant, in-market buyers who were looking for the types of products Gsolutionz offers. Wheelhouse’s proprietary lead scrubbing and verification technologies validated all lead information.
Next, Wheelhouse product consultants interviewed each prospective buyer to clarify their needs and purchase intentions before delivering them to Gsolutionz as pre-qualified sales leads
Results:
Within one year, Gsolutionz achieved the following results with their Wheelhouse leads:
- Leads: Received over 200 pre-qualified, in-market sales leads from Wheelhouse
- Close Rate: Achieved an average 8-10% lead close
- Revenue: Grew incremental revenue by over $350,000
- ROI: Generated over 10X return on investment: for every $1 spent on leads, Gsolutionz generated nearly $11 in revenue.
“Wheelhouse leads have given us more ‘at bat’ opportunities with sales prospects we wouldn’t have met otherwise. By helping us maintain a strong sales pipeline of pre-qualified opportunities, Wheelhouse has freed up our resources so we can focus our energy on servicing our customers. Wheelhouse doesn't operate like an impersonal 800-pound gorilla - they’re proactive with their customer support and they’re highly responsive when we need them."
- Ian Pugh, Director of Sales, Gsolutionz