“SAP Concur was a new solution for the market and we still didn’t have a base or contacts of possible clients to work with. Also, being a new tool, we needed exponential growth in Brazil. In this sense, we identified the importance of having support to increase lead generation and impact the sales pipeline. As we talk every year about growing 40%, 50% or more, it is essential to increase the pipeline. Then, our biggest need was to generate revenue and consequently improve the sales pipeline. So we went in search of a partner.
The beginning of the conversation with ASB Marketing was based on this scenario to leverage the volume of leads for SAP Concur. The partnership between ASB Marketing and SAP Concur was based on the active prospecting methodology, which we later started to use. I was impacted by ASB’s cadence of emails, receiving the prospecting email just in time that I was looking for on how to grow lead generation volume. In other words, the process was already efficient.
During the implementation of the active prospecting strategy, we had a large volume of activities and, in order for the result to reach 100% of the expected, we had the support and integration of the services provided by ASB, which ranges from the generation of content to the activation of both inbound marketing (prospecting by attraction) and active prospecting. With this, the objective is that the process is carried out effectively.
Nowadays, the impact in pipeline volume and in the volume of leads that we started to generate based on the work developed in partnership is clear.”