Case Study

 
dD + jenzabar.png
 

Who is Jenzabar?

Jenzabar is a leading provider of the software, strategies, and services that are vital to the efficient administration of higher education institutions. For more than four decades, their solutions have given colleges and universities the power to meet all their academic and administrative needs. 

Find out more at www.jenzabar.com


challenge - jenzabar.png

Challenge

In order to build upon its success within the enterprise space, Jenzabar aimed to increase sales efforts by adding resources to generate qualified leads.

Sales executives briefly teleprospected to generate leads, but this model proved to be inefficient and costly. Jenzabar needed a partner to accomplish three objectives:

  1. Generate new sales qualified leads through Outbound prospecting

  2. Qualify and account map Inbound leads effectively and efficiently

  3. Capture critical, actionable market intelligence


Solution

Jenzabar selected dD Outbound to plan, execute, and report on each of the three objectives and, ultimately, generate revenue.

Project Scope:

• dD Certified Sales Development Rep (SDR) to execute prospecting efforts

• Project Manager (PM) to plan, analyze, and manage program progress

Proprietary dD Sales Development Process that identifies marketing qualified leads, inside sales qualified leads, and sales qualified leads through both Outbound and Inbound channels

demandDrive implemented a six month pilot program consisting of persona optimization, messaging development, and lead generation / qualification.

solution - jenzabar.png

Results

The first 90 days of the dD Outbound pilot program, by the numbers:

forecast - jenzabar.png

The forecasted ROI of demandDrive generated leads was projected at 1300%

Delivering high value opps right from the start

ROI - jenzabar.png

The overall projected program ROI sat at 14:1

Great outlook for the future of the relationship

intel capture - jenzabar.png

demandDrive was able to capture account intelligence for 28% of “un-mapped” accounts

Actionable data for both the sales and marketing teams at Jenzabar

“The first three months of our partnership with demandDrive have been exceptional, and we could not be more excited to see the results of dD Outbound for the next 9+ months!”
— Josh Penino, Sales Manager @ Jenzabar

As a result, Jenzebar elected to extend its partnership with demandDrive and views demandDrive as an integral part of Jenzabar’s overall demand generation strategy. The demandDrive SDR assigned to this project has also become a heavily-relied-upon resource for the entire sales team.

Let’s see what we can build for you.