Anderson Baillie Information Management

Client Case Study

Anderson Baillie develop lead development programme for Double-Take

Double-Take is an international software developer, with offices in France, America and the UK. Double-Take’s product focus is security and server based software, with leading solutions for data protection and business continuity. The company sells through 50+ resellers and partners, supporting its channel with product awareness and lead generation.

Double-Take approached Anderson Baillie as they saw an opportunity to engage a marketing partner that could manage their channel requirements and demands for sales opportunities, as well as monitoring and managing all lead development activity through to the Double-Take partners, via Anderson Baillie’s Campaign Monitor toolset.

The brief was to develop new marketing and selling propositions for Double-Take as a market leading business continuity solution, with integrated marketing communications campaigns. This followed an extensive market and media review process.

After a successful initial consultancy period with Anderson Baillie, Double-Take opted to develop their lead generation campaign using Anderson Baillie’s Intelligent Lead Development approach.

By utilising analytical techniques, Anderson Baillie enabled Double-Take to engage successfully with their target audience. Anderson Baillie’s account team were responsible for the management of all lead development activities, liaising wherever necessary with Double-Take partners, as well as overseeing the delivery of multi-channel campaigns to the IT community.

The strap line "Don’t leave it to chance" was accompanied by the question, "Are you leaving it to chance?" A dedicated online portal was created to educate and engage the target audience on the merits of Double-Take as a business continuity solution, resulting in a high calibre of pre-qualified business opportunities for Double-Take’s sales team to respond to.

“We selected Anderson Baillie due to their expansive service offering and excellent reference base. We were looking to improve our lead generation processes in support of the Channel. Anderson Baillie’s managed service approach offers high levels of responsibility and accountability and allows us to focus on lead conversion and Channel management.”

Ian Masters, Sales and Marketing Director, Double Take Software

"We are naturally delighted to have won such a remit, as it provides us with the opportunity to make a real difference in the adoption of our accountable marketing and high sale yield techniques. Our offer is founded on our beliefs for "Intelligent Lead Development" (ILD), where full consideration is given to the proposition and creating the right environment for commercial dialogue with target groups."

Andrew Baillie, Managing Director, Anderson Baillie.

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