Customer Profile

  • Challenge: Continuity in qualified leads
  • Result: Successful in 80% of campaigns
  • Industry: Information Technology
  • Company Size: 140,000
  • Location: Netherlands

Dell Security achieves goals thanks to Skondras

Dell Security engaged several telemarketing companies, including Skondras. Skondras distinguished itself from the competition by not immediately starting with traditional lead generation based on a script. Skondras first took the time to listen to the needs of the network security provider. Moreover, the script played a subordinate role in the campaign: Skondras agents engaged in real conversations with customers and prospects.

“Skondras is flexible, ensures continuity and quality.”

Reliable Agreements

Security appreciated this interaction, especially because it led to reliable agreements; after all, that was the goal. In the years that followed, Skondras carried out various campaigns for its client. However, about two years ago, the company decided to take a different direction in terms of telemarketing and teamed up with Skondras’ competitors. However, Security came back from that decision. Although the competitors achieved better results than Skondras in some cases in the short term, their performance declined over time. Moreover, Dell missed a certain continuity: individual call agents came and went, while the transfer of knowledge lagged behind.

Better Results Than Ever

Later, Dell Security returned to Skondras. Since then, Skondras has been more closely involved in selecting and processing address databases. Moreover, Dell Security and Skondras have intensive consultations about the form and content of each campaign: together they continuously adjust. The result: the results are better than ever.

Qualified Leads

The agents of Skondras bring in one BANT-qualified lead per eight hours. Since the beginning of the collaboration, Skondras has achieved the number of BANT leads that Dell Security had set as a goal in 80% of the campaigns. Dell Security is very satisfied with this. Although Dell Security likes to experiment with telemarketing, it will set up and carry out these initiatives together with Skondras for the time being.

“Skondras is flexible, ensures continuity and quality of its agents, and seeks interaction, both on the phone and with the client. Skondras listens to our needs. The agents communicate on the phone instead of working through a script. This results in a constant stream of high-quality leads.”

“The agents communicate on the phone instead of working through a script.”

About Dell Security

Dell Security provides network and internet security solutions for all levels of the business world: Next Generation Firewalls, anti-spam protection for mail servers, and secure VPN. The company delivers exclusively through resellers. In 2012, Security was acquired by Dell and later incorporated into the Dell Software Group, along with several other acquisitions. The Dell Software Group provides end-to-end solutions to end customers.

Before the acquisition by Dell, Security provided its solutions through the channel to small and medium-sized businesses. However, when the company purchased a high-end VPN solution about six years ago, it had to expand its focus to large and very large enterprises. The resellers of the then Security were not active in that market segment. Therefore, the company decided to use telemarketing to generate leads among end customers for the benefit of their existing and new resellers.