TBG Group works with PocketMobile to increase their B2B Sales pipeline
PocketMobile, now formally known as Trimble, is a world-wide leading supplier of mobility solutions for companies with field personnel. Their target groups are companies which are active within delivery services & logistics, security & surveillance, and field services.
Their PreCom solution, is a scalable mobility platform that is optimized to fit their customer’s business procedures, but still based on a standard system. PreCom was built for complex, business-critical procedures with high requirements for adaptability, usability, and integration with a variety of ERP and support systems. Every day, PocketMobile provide a large number of businesses and over 100,000 users with a powerful mobile tool that simplifies work procedures, reduces administration, and boosts productivity.
PocketMobile’s customers include global companies such as Schenker, G4S, DHL, Polygon, DSB, DSV and ElTel. Founded in 2000, PocketMobile has its head office in Stockholm, Sweden, a development center in Sri Lanka, and an international network of implementation partners.
Services Provided:
Campaign Objective and Project Background
Pocketmobile, approached TBG Group with a view to engage in telemarketing services to support their vision and help increase their B2B sales pipeline, in promoting their PreCom Logistics solution.
The aim of the campaign is to create awareness of PocketMobile’s offering, whilst profiling Transport & Logistics companies, which includes confirming the company is operating/ have a need of your solutions.
It was key to understand who key influencers and decision makers are, their individual situations and attempt to delve deeper into understanding the dynamics of customers which have a need for telematics technology support.
Campaign Objective and Project Background
Pocketmobile, approached TBG Group with a view to engage in telemarketing services to support their vision and help increase their B2B sales pipeline, in promoting their PreCom Logistics solution.
The aim of the campaign is to create awareness of PocketMobile’s offering, whilst profiling Transport & Logistics companies, which includes confirming the company is operating/ have a need of your solutions.
It was key to understand who key influencers and decision makers are, their individual situations and attempt to delve deeper into understanding the dynamics of customers which have a need for telematics technology support.
Project execution
Working with PocketMobile’s UK Sales Director, Jonathan Suddards, TBG Group agreed to commence the outbound dialling campaign.
Using a mix of new and existing Transport & Logistics data, a portion of time was used re-visiting companies from the previous campaign we ran in 2015, with a view to targeting any that we would have classed as “closed” due to them being marketable but not in the right point in the buying cycle. In addition to this, TBG Group worked with new Transport & Logistics data that PocketMobile had sourced for use during the campaign.
This data will be mixed vertical with companies with a fleet size of sub 1000 vehicles, this will be split into 3 categories, 25-100 users, 100-500 users, 500-1000 users.
TBG Group continued to provide continuous updates back to the client. These weekly conferences were held at the close of business each Friday. These meetings allowed TBG Group to discuss and report back key analytics, including:
- Current size of database
- Total calls made on the campaign
- Number of companies engaged with
- Decision makers spoken to
- Of those, what are the outcomes
- If the client wanted emails sent – how many are sent
- Any patterns of responses (either positive or negative)
- Any call backs of interest
- Any other market intelligence
TBG Group are very open about how things are going and are always happy to ask questions and receive feedback from our clients.
Project execution
Working with PocketMobile’s UK Sales Director, Jonathan Suddards, TBG Group agreed to commence the outbound dialling campaign.
Using a mix of new and existing Transport & Logistics data, a portion of time was used re-visiting companies from the previous campaign we ran in 2015, with a view to targeting any that we would have classed as “closed” due to them being marketable but not in the right point in the buying cycle. In addition to this, TBG Group worked with new Transport & Logistics data that PocketMobile had sourced for use during the campaign.
This data will be mixed vertical with companies with a fleet size of sub 1000 vehicles, this will be split into 3 categories, 25-100 users, 100-500 users, 500-1000 users.
TBG Group continued to provide continuous updates back to the client. These weekly conferences were held at the close of business each Friday. These meetings allowed TBG Group to discuss and report back key analytics, including:
- Current size of database
- Total calls made on the campaign
- Number of companies engaged with
- Decision makers spoken to
- Of those, what are the outcomes
- If the client wanted emails sent – how many are sent
- Any patterns of responses (either positive or negative)
- Any call backs of interest
- Any other market intelligence
TBG Group are very open about how things are going and are always happy to ask questions and receive feedback from our clients.
Results
Over the course of the campaign, working closely with the team at PocketMobile and with the assistance of their UK Sales Director, Jonathan Suddards, TBG managed to secure multiple appointments for their sales team, allowing them to provide demonstrations of their Precom logistics solution.
While also securing appointments, TBG also provided new marketing intelligence back to their client, allowing them to better understand trends in the market space, and helping PocketMobile in building a future pipeline of opportunities within the Transport & Logistics sector.
Results
Over the course of the campaign, working closely with the team at PocketMobile and with the assistance of their UK Sales Director, Jonathan Suddards, TBG managed to secure multiple appointments for their sales team, allowing them to provide demonstrations of their Precom logistics solution.
While also securing appointments, TBG also provided new marketing intelligence back to their client, allowing them to better understand trends in the market space, and helping PocketMobile in building a future pipeline of opportunities within the Transport & Logistics sector.
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Get in touch
Whatever your query is – we’re here to help. Speak to our experienced team by submitting a form below.
