TeleDirect Call Centers Case Study | Vocalocity Voice Over IP Case Study The Leader in VoIP Services for Small Business Joins Forces with InsideUp to Dramatically Increase Sales Leads & Conversions The Customer Founded in 2003, Vocalocity is the leading provider of VoIP (Voice over Internet Protocol) communication services for small businesses. Vocalocity powers thousands of small businesses with its core offering, VocalocityPBX, a hosted PBX solution that provides customers with the quality and reliability of traditional PBX phone systems, but with more features, flexibility and cost savings. "InsideUp far exceeded our expectations and continues to deliver highly qualified and sales-ready leads. This is made possible by InsideUp's online platform and its provision of valuable, diverse content. Our companies continue to have a positive and effective relationship" Daniel Mandel Marketing Director, Vocalocity

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The Challenge

Vocalocity's challenge is to generate a large number of qualified and verified sales leads for its swiftly growing sales team. Though Vocalocity does its own extensive online marketing to generate leads through paid search and SEO, the firm also highly values alternative lead sources that generate positive ROI. Online lead generation is Vocalocity's major source for leads and revenue.

The company decided to increase its pipeline of qualified leads..prospects who were interested in purchasing a hosted PBX solution. A new source for pre-qualified leads would allow its sales force to concentrate on the sales process rather than spending limited time and resources on prospecting or qualifying potential leads.

Vocalocity uses the lifetime value of customers, or LVC metric, to reveal the true value of its investment in leads. Vocalocity is very selective about who it chooses to supply leads, as it has found that some vendors employ unrefined, generic lead-gathering methods, which result in low quality, unqualified leads. Vocalocity also values lead generation sources that offer online tools that provide prospects with the ability to access educational materials about business products and services.

In addition, the firm realizes that potential customers will not typically submit their contact information to an individual vendor. Instead they like to "comparison shop," usually submitting their lead information to multiple vendors at the same time. In short, prospects are discovering that it's even more efficient to use a service that offers pricing and feature comparisons of several vendors simultaneously.

The Solution To complement Vocalocity's own lead generation efforts, the firm turned to InsideUp, the company that goes far beyond standard online lead generation. InsideUp's proprietary, leading-edge, lead-gathering platform includes opt-in emails, blogs, video advertising, white paper syndication and contextual advertising to name a few. Vocalocity took advantage of InsideUp's system, which targets the client's defined lead parameters. Vocalocity specifically targeted hosted PBX prospects who were ready-to-buy a solution within two months. InsideUp uses a variety of marketing campaigns, including paid search marketing, email marketing, video advertising, social media marketing, contextual marketing and content syndication to generate leads for Vocalocity. InsideUp began delivering leads directly to Vocalocity via Vocalocity's Salesforce system. The firm was able to easily set up its chosen delivery method in a matter of minutes using InsideUp's online dashboard. Leads are delivered after a verification process that guarantees to Vocalocity that leads can be contacted by its sales team and that the lead information is not only accurate but meets Vocalocity specific requirements.

The Results More than 200 leads per month were generated by InsideUp and provided to Vocalocity, meeting Vocalocity's specifically defined lead criteria and requirements. Plus the contactablity rate for delivered leads has averaged 80%, which permits Vocalocity's sales team to directly and personally engage with prospects to further refine the prospects needs. InsideUp's lead verification process ensures that each lead provided to Vocalocity is contactable and the data is correct. This allows Vocalocity to provide highly accurate custom price quotes, which not only help close sales but often leads to mutually beneficial, long-term relationships between buyers and sellers. The ROI from InsideUp's leads clearly exceeded Vocalocity's expectations.