The Client Brief

UK Consumer Links were approached by Company X to run
a B2B data enrichment campaign. The client is a large B2B Energy Broker offering access and advice on hundreds of business energy tariffs from the UK’s largest energy providers.

The Agents in SA would be dialling out on a business database owned by Company X and updating information directly in to their CRM.

We supplied the dialler, scripting
and reporting.

The Agents would be completing a data gathering exercise designed to:

a) Refresh and update the data,
b) Gather missing information
about the energy supply and
c) Create increased brand
awareness for future engagement

The Desired Output 

Company X wanted to achieve a consistent flow of data enrichment to increase the value of their database and protect future routes to market.

Additionally, the campaign was designed to allow any businesses with an energy contract within a “window of opportunity” to be flagged for their UK Sales Team to contact.

The campaign started with 6 Agents and the target was to work towards 6 CED’s (Contract End Dates) per Agent per Day.

A glide-path was created and agreed between Company X and ourselves. This detailed the improvements expected each week during the initial 3 months.

The Actual Output

During Week 1 and 2 the campaign started with steady and consistent numbers. Every Agent achieved a minimum of 2 CED’s per day.

As the campaign entered Week 3 the coaching and feedback being provided allowed the Agents to adapt their approach and achieve 4 CED’s (in line with the glide-path). And by Week 6 all Agents were achieving the min. expected 6 CED’s per day.

The CED’s are classified as either:

• Non WOO (Not in Window of
  Opportunity) or;
• WOO (In window of
  Opportunity)

Daily Averages (May 2020)

• Total Calls Made – 2,769
• Non WOO – 30
• WOO – 8
• Total CED’s – 38

Summary

The campaign is going very well and commercially it is giving Company X the CED’s and data enrichment they wanted to achieve.

The client is looking to grow their team to 10 during the coming months to increase the output.

If you would like to know more about how Absolute Intelligence can support your business get in touch with us.