Demand Generation

These are the leads that are known to meet the Person and the Intent to learn more about your offerings. HQL has largely replaced Marketing Qualified Leads, as techniques like our Data Cleansing and Intent have made precision targeting more possible. For this reason, we have invested in the technologies and data techniques that improve that

It can be difficult to identity those prospects who have the highest interest in your firm's offerings - they have not yet indicated their specific intent, readiness to purchase, decision-makers or timeframe. For this reason we employ MQL for those customers who wish to acquire some "1st-party" indication of their readiness, often by distributing a piece of content via a link, which can then be tracked back to a given prospect and company to help cull the prospect list to those who are worthy of a more targeted campaign.

We see BANT as a situational tool to assess the criteria of the prospect. In many ways these criteria break down into two "either/or" conditions - Budget vs. Need - combined with the more qualitative elements of the Authority and Timing. We utilize BANT where required to understand how the prospects' decision axes come together, but we also work with you to determine where this is most helpful to the identification and conversion process.

SDR's a common way in B2B of converting highly qualified prospects into converted sales. Once leads are produced by our campaigns, they are passed on for lead nurturing - often by an SDR although we employ other means as well. For some of our clientele, SDR's are not "sitting on the bench" to set up sales appointments. For that reason we provide that service offering - making calls on behalf of our Customer and booking appointments in shared calendars that either we or the Customer manage. Please contact us if this is a "bottom of funnel" offering that you have interest in.

We have started to deploy technologies that assist in the qualification and conversion process. There are pro's and con's to this kind of approach - often boiling down to cost effectiveness vs. level of accuracy and personal touch. But it does have a growing role in B2B demand generation and we are happy to discuss ways we can integrate that model into your campaigns.

At RDS's we have Sales Qualified Ready Leads generated through Tele + EM approach in the past three + Years and based on the prospects interest / intent / engagement leads tagged , nurtured and maintained as per Technology , Industry , Geography which could certainly help our Partner / Client for their product or offerings, considering last 6 months data.
Unique Approach - We have been tagging . maintaining prospects info under RBCL ( Ready Business Card Leads) . Either way the prospect /lead has been touched once in the past via EM / TM approach. These leads are purely intent based ( Open / Click / CQ Response / WP download)