Improved B2B lead generation

Analytical Need

B2B Demand Generation is powered by list-driven lead generation that contains data about prospective companies and executives – mainly procured from Data Vendors. These list-based campaigns to cold calling need an effective use of its scarce resources - people, time, money, by targeting the right audience that ultimately drives conversion.

The Data Team manages data across the following three major elements

1.All Call data
2.Campaign Specification
3.Repository Data with Company Details

Analytical Platform Framework

IQturf’s proposed analytics platform for scoring high propensity leads has customized features for the B2B Client. We provided predictive exploration of data, enabling targeted marketing as the platform provides a rank-based strategy where the list is rank ordered from the lowest propensity to the highest propensity and separated by deciles.

Our Solution deployed following platform driven solutions

Step 1: The platform rank orders all prospect based on a calculated predictive score.

Step 2 Decision engines help deploy the appropriate strategy for each segment (range of scores).

Step 3: The outcome of list is to be exported to Client’s dialer by its campaign managers.

Step 4:Feedback from Client’s Campaign Manager on conversion and lead responses are used at the individual agent and customer level for fine-tuning.

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