The Fujitsu Technology Solutions division offers one of the world’s most complete product and solution portfolios. Its world leading technology and innovative IT products span the entire range of personal computing and enterprise computing needs.
With extensive European manufacturing facilities and over 7,000 employees, the company operates in all key markets across Europe, the Middle East and Africa.
Slipstream worked in partnership with Fujitsu throughout the campaign, identifying and engaging with key decision makers and generating demand for Fujitsu’s Mobility proposition.
Slipstream profiled the companies in order to evaluate their upcoming technology requirements and gain an understanding of the target market. Slipstream developed and managed a lead nurturing programme on behalf of Fujitsu to support the management of longer term opportunities which were placed into a nurturing database. Each key contact was engaged with on a regular basis, moving the target through their “Buying Cycle” until the lead was ready for sales engagement.
Qualified opportunities were then presented to Fujitsu sales teams to progress further down the sales cycle and close. Cultural differences across the target territories required the programme and database to be managed centrally in a consistent and controlled manner, while using appropriately localised campaign messaging, native language speakers and adhering to the legislative and data protection requirements of each territory.
Background
Fujitsu’s aim was to increase market share, raise the profile, and generate new business opportunity for their Mobility solutions throughout the EMEA region, and evaluate market perception of their brand across the different territories. Fujitsu appointed Slipstream to deliver and programme manage the telemarketing phase of this campaign across 11 European countries into circa 70,000 end user contacts.
Challenge Solution
Slipstream provided Fujitsu with a detailed target market assessment report and exceeded expectations by delivering 920 qualified sales opportunities spread across EMEA with defined project or business need.
With an average deal size of £30k, this equates to a marketing pipeline of over £27m.
