Intelligent demand generation programs are defined, designed & implemented through our proprietary i-CARS (Intelligent Customer Acquisition Retention Solution) framework. It is a comprehensive solution that delivers a customized 360° marketing strategy and related outcomes for global enterprises.
DBSL Delivery facts
i-CARS framework enabled demand generation programs give an edge to Fortune 500 companies in generating and converting MQLs (Marketing Qualified Leads) & SQLs (Sales Qualified Leads) into revenues. This end-to-end solution customizes campaign to focus on the buyer demographics, right outreach, follow-up and driving deal closures. It has enabled global clients to increase the ROI on leads and reduce sales cycle time.
Delivering the solution –
Our proprietary i-CARS framework is based on a toll-gate driven phased approach.
Phase 1 – Define
Client needs are defined to identify and strategize the right demand generation campaign. At this stage, unique buyer profiles are created on the basis of region, demographics, industry and target market. It enables businesses to identify the right contacts in the target market.
Phase 2 – Validate
Our analytics team studies the information captured in the define phase. A team of research experts add a layer of intelligence by identifying key geographies, titles, market drivers, opportunities and more as per campaign output requirement. This is to align the campaign strategy to the desired outcomes. The information is validated and sent for client acceptance. This phase fine-tunes the marketing campaign by uncovering hidden sales opportunities.
Phase 3 – Design
The campaign calendar includes all aspects of demand generation activities. This phase makes it possible to avoid campaign conflicts and improve engagement and conversions across channels.
Phase 4 – Develop & Implement
Execution model is developed as per the agreed campaign design and shortlisted modules. The campaign is implemented post client approval on developed modules. Periodic calibration sessions are initiated to validate and re-position the Push & Pull strategies. Standard Operating Procedures (SOPs) are created at the end of project execution for future ramp-ups. Regular support at every stage of the lead lifecycle ensures higher involvement with prospects and higher chances of deal closure.
Phase 5 – Review
The final phase of the framework – Robust data analytics ensures minimum time lag between demand generation and deal closure. Post campaign analytics provides deep insights into campaign outcomes. Real-time progress tracking tool provides a single source of truth for Sales & Marketing teams. The review phase helps identify the success of demand generation campaign by analyzing the movement of leads from contact stage to signed-off deals.
It enables a higher ROI through conversion of leads into final deals. This comprehensive solution has changed the way businesses deal with demand generation by introducing a well-defined and precise methodology. It has helped global clients to increase the revenue generated per lead and reduce the sales cycle time exceptionally.
A custom strategy was formulated by identifying target accounts & generating list of prospective leads.Read More
Commenced outreach program within a week of project initiation.Read More
Defined BANT qualification criteria for every prospect. Ensured database output achieves the "First Time Right" criteria through quality checksRead More
Leveraged our extensive database to segment target accounts into relevant groups.Read More
Defined lead qualification criteria for every prospect.Read More
Defined and validated buyer demographics as per product, industry, title & buying propensity.Read More
Leveraged researchers expertise to identify the right IT decision makers.Read More
Provided a toll-gate driven phased approach to increase share of wallet through product sales.Read More
Enabled a Cloud storage provider in US to acquire LATAM market share by adapting a phased approach for lead generation.Read More
Senior Manager (Software solutions company)
VP - Marketing (Multi-national storage and Data Management company)
VP of Sales (Leading software application provider)