TECHMAR Implements Customer Acqusition Program for Russia's Largest Offshore Development Company
Aug 13, 2002
TECHMAR, a global Business Process Outsourcing firm focused on customer acquisition, lead generation, and optimizing sales effectiveness for B2B technology companies, today announced that it has implemented a targeted customer acquisition program for LUXOFT, Russia's largest offshore development company. TECHMAR is focused on identifying sales opportunities for LUXOFT with U.S.-based Fortune 1000 companies and managing those opportunities through the sales cycle.
"Finding new customers in the U.S. market is our top priority," said Vera Kurochkina, director of marketing, LUXOFT, whose customers include companies such as IBM, Boeing, Citibank, and Dell. "While our direct sales force is strong, we do not want them focusing their energy on time-consuming sales qualification activities. That's why we turned to TECHMAR, whom we view as a strategic partner in our sales strategy. With TECHMAR on board, we expect to drastically improve sales effectiveness and overall results."
The LUXOFT program kicked off in July and includes a dedicated team of TECHMAR Business Development Representatives (BDRs) that contact CTOs and CIOs at targeted Fortune 1000 companies to determine interest in offshore software development. TECHMAR also engages these prospects in a discussion of their specific objectives, buying timeframe and LUXOFT's ability to uniquely meet their needs. The BDRs focus on LUXOFT's 2,000-strong technical staff, ability to engineer complex software products, and rapid time to market.
Once the prospect has been qualified, the BDRs pass along A-level leads - those where interest is strong and a decision imminent - to LUXOFT's direct sales force in Bellevue, Washington, using KARMA, TECHMAR's closed-loop lead management solution customized specifically for customer acquisition. KARMA is a Web-based tool that allows companies to instantly capture and qualify leads, collect them in one central location, manage them throughout the sales cycle and measure the results. Both the BDRs and LUXOFT's direct sales staff have access to this system so that they can understand the status of any lead during any point within the sales cycle, as well as the history of interaction with the prospect.
"All companies recognize the importance of continually identifying and closing new sales opportunities to the overall strength of their business," said Elizabeth Gazda, general manager, TECHMAR U.S. "A much smaller number understand the importance of putting a proven customer acquisition program in place to make it happen. Those who do, such as LUXOFT, achieve a streamlined sales process and all that comes with it - a shorter sales cycle, a lower cost of sale and an increase in average sale. We expect LUXOFT to realize these benefits in short order."
"Finding new customers in the U.S. market is our top priority," said Vera Kurochkina, director of marketing, LUXOFT, whose customers include companies such as IBM, Boeing, Citibank, and Dell. "While our direct sales force is strong, we do not want them focusing their energy on time-consuming sales qualification activities. That's why we turned to TECHMAR, whom we view as a strategic partner in our sales strategy. With TECHMAR on board, we expect to drastically improve sales effectiveness and overall results."
The LUXOFT program kicked off in July and includes a dedicated team of TECHMAR Business Development Representatives (BDRs) that contact CTOs and CIOs at targeted Fortune 1000 companies to determine interest in offshore software development. TECHMAR also engages these prospects in a discussion of their specific objectives, buying timeframe and LUXOFT's ability to uniquely meet their needs. The BDRs focus on LUXOFT's 2,000-strong technical staff, ability to engineer complex software products, and rapid time to market.
Once the prospect has been qualified, the BDRs pass along A-level leads - those where interest is strong and a decision imminent - to LUXOFT's direct sales force in Bellevue, Washington, using KARMA, TECHMAR's closed-loop lead management solution customized specifically for customer acquisition. KARMA is a Web-based tool that allows companies to instantly capture and qualify leads, collect them in one central location, manage them throughout the sales cycle and measure the results. Both the BDRs and LUXOFT's direct sales staff have access to this system so that they can understand the status of any lead during any point within the sales cycle, as well as the history of interaction with the prospect.
"All companies recognize the importance of continually identifying and closing new sales opportunities to the overall strength of their business," said Elizabeth Gazda, general manager, TECHMAR U.S. "A much smaller number understand the importance of putting a proven customer acquisition program in place to make it happen. Those who do, such as LUXOFT, achieve a streamlined sales process and all that comes with it - a shorter sales cycle, a lower cost of sale and an increase in average sale. We expect LUXOFT to realize these benefits in short order."