What is the core business of DEVEO?
DEVEO helps Technology Vendors selling to Telcos & Broadcasters identify qualified leads and worldwide business opportunities that could become customers the following year.
This could be managed through the pre-arrangement of meetings at trade-shows, teleconferences throughout the year (not related to trade-shows) or just by helping our clients deliver the right message to the right people.
Where do you see the biggest challenges for companies and their sales departments?
All technology vendors face the same issues:
- Their contact database is not sufficiently updated or enriched and only enables them to reach a small fraction of their market.
- Getting leads is not about volume, it is about reaching out and qualifying the right decision makers that could be converted into hot leads and ultimately customers.
- No one in the marketing or sales department wants to be in charge of identifying new qualified leads as this is a time-consuming and repetitive task that doesn’t require any technical expertise.
Why are companies still struggling to fill the calendar of a tradeshow/exhibitions?
Three simple reasons summarise why
technology vendors can’t pre-arrange meetings at tradeshows with NEW leads the
same way they do with their clients, hot prospects or partners:
- Lack of validated data: They don’t have sufficient data about companies they’re not doing business with.
- Lack of visitor data: For most trade-shows in the world, it is impossible to buy/rent a list of which CSP Executives attend. We know thousands of attendees; this is strategic information.
- Lack of time and experience: No one has time to manage this time-consuming task in the very busy period right before the show.
What makes the difference between outsourced and inhouse managed lead generation?
Pros and Cons of Insourcing: The monthly cost of an Inside Sales Manager is usually cheaper, and this person has easier access to the team. However, it takes a lot of time to organise Inhouse Lead Generation and train Inside Sales Managers for success… and it is very difficult to keep them motivated for this job since they usually want to become a Sales Manager by their second year.
Pros and Cons of Outsourcing: The monthly cost is higher, but it’s also more flexible to have an outsourced partner that can be operational within a few days in any language and anywhere in the world. An external database also guarantees immediate access to any kind of targets (in all territories, segments and roles) and last but not least, being able to rely on experienced experts is a huge time-saving measure.
How can DEVEO help companies to grow business?
Growth only comes from new clients, but you can’t solely rely on your trade-show presence, website and a busy sales team to identify new business opportunities.
DEVEO offers to deliver what companies cannot manage internally in terms of qualified leads and business contact data. For a start-up and SME, it will be mainly the capacity to identify business opportunities and schedule teleconferences or trade-show meetings with qualified leads. For a large account, it will be mostly the acquisition/update of contact data to update their database or the registration of new participants for roadshows and internal events.
Our methodology is based on selecting the best contact from our database, emailing them and following-up with a call. This is a tedious process (which explains why Sales Executives tend to give up this task) but still the best way to identify business opportunities and qualified leads among specific targets at a cost-efficient price.
Why do you think DEVEO helps companies to save money in the long run?
First of all, because the question is not how much it costs, but how much it generates. 1000€ for zero results is wasted money; 10K€ to potentially sign a contract is a good investment.
Secondly, there is no equivalent to the positive ROI that Lead Generation can generate after a few quarters:
Trade-shows are very expensive and the rate for each NEW qualified prospect often costs thousands of €’s. Advertising & Digital Marketing are well established long-term communication methods, but they don’t bring business opportunities in the same month. Hiring business consultants is quite random and they’re usually only well connected to a few CSPs.
Let’s take an example: A tradeshow budget for 50sqm stand is about 80K€. If you reduce the stand space to 40sqm and reinvest what you save in a lead generation campaign where you are able to track the success and also to fill the tradeshow schedule with the right people, you will get more for the same budget.
More and more
companies are now even asking for pre-arranged meetings with qualified leads
without a proper booth, just with a meeting room. This is much cheaper, and you
still get the cream of the crop of the trade-show (meeting with potential new
clients) for the best budget possible.