Celestix Networks

Celestix UK commissioned EST Marketing to conduct a 12 month business development campaign which involved generating lead and appointments for channel partners, managing the distribution of these leads and ensuring that they were being followed up properly. The account manager for this project has gone on to be employed by Celestix, and we continue to run strategic activities into end-users and have recently started working with their US team developing a similar model.

“Since 2007, EST Marketing has helped manage and improve the involvement of our channel partners by generating well qualified leads and appointments; they have also facilitated changes to our CRM system. This has assisted the companies growth within the UK”

- Tim Ager, Celestix

DNS Arrow

We have worked with the Citrix and VMWare division of DNS Arrow (previously Centia) for over 5 years, and typically conduct 10-12 campaigns a quarter. We liaise with the Distributor and their partners to ensure that projects are delivered on time, with the right message. We have a team of agents that have worked on these projects for over a year and bring a good degree of consistency and stability to these projects.

The Virtuous Cricle

The Virtuous Circle are experts in business risk and opportunity. Our objective is to open doors for TVC staff to meet with key decision makers within some of the largest companies in the UK and beyond. We have helped TVC grow a successful sales pipeline, develop an information rich database, and encourage new business relationships through our appointment setting work.

“Working with ESTM is always a pleasure – they are good to work with, they understand our needs and – most importantly – they deliver high quality and high level leads for us. We have gained significant contracts which eminated from the introductions secured by ESTM"

- Tony Hoskins, CEO

Looking for more than just Telemarketing? Read on to find out how we have designed business development programmes for our clients.

A Major IT Security Vendor:

Initially the challenge that this vendor faced was that they were not effectively managing their website enquiries or actioning marketing campaign follow ups. Therefore a back log of enquiries was being missed, and opportunities lost as a result. They did not have the internal resource to cope with this, and in an attempt to become the flag ship marketing department, the UK team looked for an agency that could manage and develop their pipeline and act as both a telemarketing and customer services arm to their business.

We now manage all of their internal website enquiries, trade show leads and marketing activity follow ups. We manage this by working live off their CRM system and have an open and honest relationship with employees in all departments to in effect act as a secondary office and arm to their business. We have a product champion, who is dedicated solely to this campaign in an ongoing and full time capacity. Over the last 18 months the breadth of knowledge this individual has developed has grown so substantially that he is able to hold very in depth and technical conversations with prospects, to the extent where he is now able to resolve problems both technical and customer service related in his first call, without assistance from one of the vendors employees. This is a great accolade for this individual who has become very comfortable with quite a broad portfolio in a short space of time. Our responsibility is to qualify the leads and identify people with active and immanent projects and assign them to the field sales team or distribution partners. Since our introduction to this vendor, they have adopted the SCOTSMAN lead qualification model that we use internally, and now qualify the leads that they generate using the same methodology as us. We have helped manage and control every enquiry they have through their partner and customer portal and the marketing campaigns they run, to ensure that they are getting maximum benefit from all of their marketing activities, and in turn help them have visibility of all potential projects with new and existing customers.

It is not unusual for us to hold very high level conversation's with existing customers who have large budgets, and very specific demands, to which we are able to advise and discuss possible solutions. The fact that we are entrusted to do this is a reflection of our ability as an agency. We also now run campaigns with all of their distribution partners, recruiting resellers as well as focusing upon end user business development projects. We get involved with internal seminars and update sessions, and have become very much part of and an extension to this particular vendors team.