DemandZEN

BACKGROUND

Please describe your company and your position there.

Publicly traded technology company. I lead software marketing for the Americas.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire DemandZEN, and what were your goals??

Reached out to DemandZEN to assist us with filling our sales pipeline with qualified opportunities. Current goal is to have 60 qualified meeting with viable prospects that have a need for our solutions.

SOLUTION

How did you select this vendor and what were the deciding factors?

• Discussions around capabilities
• That all their staff must be in the U.S./Canada and make calls only from the U.S./Canada
• Online rankings
• Reference calls
• Team that would be easy to work with / flexible to accommodate our changing needs

Describe the project in detail and walk through their service package, including any calling tools used.

We signed with them to get us 60 meetings with qualified retailers with only high-level titles. This included training their team on 3 different high-tech solutions that we sell. They report progress back to us on a weekly basis. They also share detailed notes with our sales team prior to scheduled meetings that they set up for us with our prospects.

Who did you work with and what was the feedback process like?

Feedback has been easy as we have a Customer Success Director who meets with us on a weekly basis to discuss overall progress metrics, objections received, etc. They're a very positive, upbeat, and driven group of individuals.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

With about one-third of the project completed, some meetings have already turned in to opportunities. The sales team is very happy with what they're getting.

Describe their project management style, including communication tools and timeliness.

They manage the entire project through packaged project management tools that are very basic for any of us to use and reference on an on-going basis. The customer success director is available via email, phone, and weekly meetings. Really as smooth as can be.

What did you find most impressive or unique about this company?

They treat themselves as an extension of our team when it comes to learning about technology, talking to us regularly, interacting with sales, etc.

Are there any areas for improvement or something they could have done differently?

Nothing that I can think of at this moment.