Database Build and Updating
The Client – The mobile network O2
O2 – The largest network mobile provider in the UK for phones and information, now with a pan-European presence.
The Objective
Working with the Corporate Sales team of O2 the mobile phone network, we developed a nationwide programme that enables information to be gathered on all prospective target companies and built into an extensive and developing database.
We would cover a given number of hours each week to this ongoing information development programme to pass over to O2’s in-house sales and marketing team. By this method of detailed information gathering, a variety of sales approaches can be planned. This could be in the form of seminars, invitation to events, direct mail or hospitality functions.
The Approach
By a steady flow of ongoing daily calling, Meridian has been building a concise understanding of each company’s profile, culture and objectives.
With regular communication to these contacts, we can approach them in a ‘soft’ manner giving them at every stage the information that they require from the data we have assembled on their upgrading needs, end of contract dates and replacement timescales.
The Result
We gather the names of all decision makers, influencers and other key personnel in order to compile an overall picture of each company. Further to this ‘first stage’ contact, we progress to making appointments directly, and ‘Diary Manage’ or we may pass leads to the sales team to confirm their own appointments after their personal contact.
Requests by them for product information are handled daily by us and sent either electronically or through the post as required and then followed up with a call to check receipt. This also gives an opportunity to determine if any further decisions have been made on their product or service requirements.
Testimonial
“Meridian delivers a comprehensive data cleansing program, providing enhanced customer insights across a variety of areas. The work completed by Meridian has provided valuable information and enabled comprehensive marketing and sales campaigns to be executed”
– Brian Latham, Corporate Marketing, O2
