The Client is an Atlanta, GA-based managed IT services provider with a branch office in Sydney, AU. The company works with SMEs in both the Atlanta and Sydney metropolitan areas, offering a variety of IT services including procurement, consultancy, technical support, project management, and cloud management.
\n\n\n\nThe Client started working with Mercury Labs in 2017. Throughout the ensuing 12 months, Mercury Labs has remained a strategic marketing partner for the company, helping them reach key business milestones.
\n\n\n\nAs an extension of the Client\u2019s marketing team, Mercury Labs is responsible for planning and executing targeted outbound prospecting campaigns based on the company\u2019s growth objectives and revenue goals.
\n\n\n\nDuring the project\u2019s first two campaigns, the Client focused on increasing awareness and acquiring customers for its growing suite of managed services aimed at SMEs in the Atlanta metropolitan area.
\n\n\n\nAs the company\u2019s marketing priorities shifted (such as the addition of new offerings like its IT advisory and cloud management solutions into the product mix), Mercury Labs was consistently able to readapt how it planned and managed campaigns according to the Client\u2019s changing requirements.
\n\n\n\nThe specialized nature of the Client\u2019s services also meant that marketing reps handling the Client\u2019s campaigns needed to have a good technical grasp of the offerings. This ensured that the company\u2019s unique value proposition was effectively communicated to the target prospects.
\n\n\n\nIn August 2018, the Client expanded into the Australian market by setting up an office in Sydney. The bulk of the outbound activities have since been refocused toward engaging potential customers in the new market.
\n\n\n\nEach three-month campaign consisted of an integrated phone and email outreach cadence designed to qualify prospects and book them for a meeting with the Client\u2019s reps. Accordingly, each campaign focused on three main activities:
\n\n\n\nThe Client was able to win new contracts worth $150,000 from the appointments delivered by the Mercury Labs team.
\n\n\n\nThe project has now completed three full campaigns (each with three months of appointment setting activities) and is currently in the middle of the fourth campaign. So far, the results are in line with the Client\u2019s targets.
\n\n\n\nThe three completed campaigns have generated a total of 90 qualified appointments, or an average of 30 per campaign (around 10 per month). The Client says this far exceeds what their team can produce in-house.
\n\n\n\nMore importantly, during the second campaign, the Client was able to win new contracts worth $150,000 from the appointments delivered by the Mercury Labs team.
\n","protected":false},"excerpt":{"rendered":"Vendors selling complex products need technically savvy marketers to engage potential customers. Mercury Labs shared its industry expertise with this managed IT provider, and helped the Client close $150,000 in sales.
\n","protected":false},"author":14,"featured_media":98692,"parent":3796,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"template-single-case-study.php","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[1220,145,1764,684,1762],"class_list":["post-36952","page","type-page","status-publish","has-post-thumbnail","hentry","tag-case-study-3","tag-case-study-appointment-setting","tag-case-study-au","tag-case-study-it-products-and-services","tag-case-study-us"],"acf":{"cb_asset":"https://mercurylabsmarketing.com/external/casestudies/CS_IT_Managed-IT-Firm-a-Long-Term-Callbox-Client-Closes-150K-in-One-Campaign.pdf","cs_video_embed_code":"","cs_video_embed_code_square":"The Client is an Atlanta, GA-based managed IT services provider with a branch office in Sydney, AU. The company works with SMEs in both the Atlanta and Sydney metropolitan areas, offering a variety of IT services including procurement, consultancy, technical support, project management, and cloud management.
\nSince 2017, Mercury Labs has been responsible for planning and executing targeted outbound prospecting campaigns based on The Client\u2019s growth objectives and revenue goals.
\nIn August 2018, the Client expanded into the Australian market by setting up an office in Sydney. Despite the Client\u2019s strong presence in their local US market, they still remain a new player in the Australian tech space.
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