Case Studies

Case Studies

AT&T UVerse - Louisville / Columbus / Indianapolis

Profile

Our client on this project was one of the largest telecommunication products and services providers in the Southeast and Midwest US. At the time, they had finished a multi-billion dollar fiber optic buildout in many major markets. Gaining customers quickly to begin recouping this investment was crucial.

Challenge

The client’s product was brand new to the market. Therefore, there was a great deal of customer education that needed to be done to convert customers. At the time, the major competitor had 70% market share. The challenge was to create an effective marketing strategy to efficiently give customers the information they needed, drive sales, and quickly pick up market share to get the ball rolling.

Solution

We worked with our client to build out what turned in to a 100+, fully trained sales organization to drive consumer sales. We chose to implement a guerrilla-style “feet on the street” approach. With an educated sales force, we went directly to the consumers in a variety of fashions. Our strategies introduced a consultative sales approach to the product line, never before fully executed by any of our competitors. We were able to roll this project out in multiple markets across the US.

Results

With the successful collaboration of our sales and marketing teams and those of the client, we were able to have a very profitable launch of the product. Our efforts alone drove an additional $20M in new revenue in the first 24 months.

Verizon B2B

Verizon BBX - Philadelphia / Boston / Long Island

Profile

Our client on this project is nationally renowned for their industry-leading fiber-optic television and internet consumer product offering. They have massive market share in many markets in the Northeast US as well as some markets needing further penetration.

Challenge

With ever-growing competition in a crowded industry, our client needed a way to break through to their potential customers and drive consistent sales across multiple markets. They were also seeking representation using a friendly, consultative approach where customers could be engaged at ideal buying times.

Solution

We were able to meet their needs by utilizing a partnership with one of the largest retailers in the nation. Through this partnership, we set up a kiosk-style sales channel in technology / entertainment departments. This tactic allowed us to engage customers, not only in very high volume but also while they were in a “shoppers mentality.” Incentivizing customers to act utilizing special promotions, one time offerings, in a comfortable setting, with great high-energy salespeople proved to be very effective and scalable.

Results

This project is still active and growing rapidly across the Northeast US, with many pending market expansions on the horizon. Our client has seen multi-million dollar profits since the project’s inception in 2016. The personalized sales approach has also garnered direct feedback from customers which our client uses to make local and national marketing decisions to determine future marketing decisions.

Verizon D2D

Philadelphia, PA

Profile

Our client on this project is one of the largest telecom service providers in the country. Their products provide end consumers with home telephone service, high-speed fiber optic internet, and top of the line television quality. They also provide a variety of telecom solutions to businesses of all sizes.

Challenge

Having such a high volume of customers creates difficulty in maintaining personal relationships with all of them. Being in a fast-paced technology-based industry, our client needs to be able to maintain consistent contact with their customer base not only to educate them on the ever-changing services but also to provide customer service when needs arise.

Solution

We were able to hire, train, and implement a marketing team of Account Managers in Philadelphia to service their customers quarterly. This contact bridges the gap between large business and their local customer base. With this partnership, our team is now the face and personality behind their products and services.

Results

We have successfully merged customer service with existing customers and sales to potentially new customers. In the 3rd quarter of 2013 alone we brought an estimated $15 million in new revenue to our client. This type of bottom-line impact is what we strive for with all of our projects.

Direct Energy D2D

-Philadelphia / Baltimore / Central MA / Decatur

Profile

Our client on this project is one of the largest energy supply companies in the industry, with current operations in 13 states. They provide businesses and consumers in deregulated energy markets, such as Pennsylvania, an alternative to fluctuating energy costs by providing contract solutions to suit their clientele’s needs.

Challenge

This client provides not only a great service to their customer base but in most cases is able to save them money on their energy bills. The challenge here is the education and simplification of the process to their customer base. The complimentary challenge is new customer acquisition. With their services being fairly new to the market, there is a great need to drive revenue quickly, to satisfy shareholders.

Solution

We worked directly with the client to create and implement a simplified sales cycle that our team could use and replicate to not only educate the general public on their services but consistently acquire new customers.

Results

Our team brought a high volume new customers and revenue to the client in the initial months of the project launch. The project went so well that the client has asked us to implement the campaign in 6 new markets in 2014. We are currently planning and executing an internal growth strategy to meet this demand as quickly as possible. At its completion, it is projected to be one of our most profitable partnerships in the history of our firm.

Verizon MDU

Philadelphia, Pittsburgh, New York City, Southern Maryland, Northern Virginia, Delaware, New Jersey

Profile

Our client on this project specializes in implementing telecommunication solutions for residents in apartment complexes and communities throughout the northeast US. They are highly regarded for providing the best in top tier technology in their industry.

Challenge

Apartment communities are known for having a high turnover in residents. The challenge comes in ensuring our client can generate consistent revenue from these communities, despite the “revolving door” of customers.

Solution

We developed a solution that combined establishing and maintaining relationships with key players and decision makers in the communities with hosting quarterly events that generate buzz around our client and their services.

Results

This project has truly turned in to a well-oiled machine with consistent, growing operations throughout Pennsylvania, New Jersey, Delaware, New York, Maryland, and Virginia. We are currently working on replicating this style of program so we can implement with any of our existing and future clients that target the same customer base.

INdra

Philadelphia

Profile

Our client on this project is a nationwide provider of low-cost electricity and natural gas offering significant savings to homes and businesses. Their company was founded in 1999 and expanded to the Philadelphia area in 2009.

Challenge

The client wanted to generate a customer base before the actual launch of their service in the market. The challenge here was not only in introducing a new idea to the masses but to generate enough interest to create a solid customer base that would guarantee revenue from day 1 of product launch.

Solution

We created a marketing plan that involved the following key components: a strategy for lead generation, education of potential customers, distribution of marketing materials, and customer acquisition. Our team was able to generate enough “hype” around our client’s service that we had consumers signing contracts with them as early as 9 months before they could even obtain the benefits.

Results

The 40+ member team we dedicated to this task successfully executed their consumer education and sales efforts across Philadelphia and the surrounding suburbs. This set the stage for a highly profitable product launch and gave our client a loyal, excited customer base on day 1 of their launch. This set the stage for many of their competitors to execute a similar strategy in the coming years, nationwide.

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