Professional Services Firm Attributes $5 Million in Revenue to Vorsight’s Sales Appointments
Situation
This client is a cross-industry professional services firm that manages a worldwide network of experts. They operate under the premise that answers to difficult questions aren’t written down but rather reside in the minds of the frontline industry and academic experts. They connect their clients to these experts to address any tough business challenge. With 15 offices globally, they need to generate new business on a massive scale.
Vorsight has scheduled over 1,000 meetings across 3 years, getting their salespeople in front of many new potential buyers.
New Initiative Needed Structure
After the third year of working with Vorsight, this client launched a new initiative to penetrate the Life Sciences sector. With a very aggressive revenue target for 2008 they quickly ramped this sales team to six new salespeople, each needing Vorsight support.
Action
Vorsight quickly built an internal team of business development professionals to develop marketing strategies and define the target audience of their Life Sciences Team. Over six months, Vorsight scheduled sales meetings with senior-most executives responsible for profit and loss with the Corporate Development, Business Development, R&D, Strategy, and Intelligence executives at $100+ million Life Scieneces companies. Vorsight scheduled as many as 20 different executives at each targeted organization, giving this client the ability to structure large enterprise agreements.
Map for Success
This client now has large enterprise agreements with 6 of the 10 largest Life Sciences Companies worldwide resulting in $5 million in new business from 2008. This is now the fastest growing revenue stream in their organization. As they continue to grow through 2009, they are counting on Vorsight to keep pace by adding additional high quality support.
