BOSTON, October 28, 2009. Last night at its 2009 Annual Conference, the IT Services Marketing Association (ITSMA) recognized Extraprise’s work with one of its Insight-to-Interaction clients with a Diamond Award for Marketing Excellence in the Enabling Sales category. ITSMA is the leading marketing association for technology, communications, and professional services providers. The award recognizes the industry’s best in class as measured by innovation, execution, and business results. An international panel of marketing executives and experts selected the winners.
The award highlights the two companies’ work in improving collaboration between marketing and sales, developing integrated sales and marketing programs that generate increased results, and providing new tools and new approaches that improve sales productivity.
Having focused on an aggressive acquisition program for two decades, Extraprise’s client, a large business services company, wanted to gain a better understanding of its expanded customer base, and shift focus from acquisition to organic growth. They worked with Extraprise to develop a hosted marketing database platform. Insights from the database are used to identify the best cross-sell opportunities and most effective strategies for communicating with prospects, enabling sales to better penetrate accounts. Once companies are identified from the client data, they are immediately targeted for marketing programs and campaigns.
In just three years, Extraprise helped the client increase sales appointments from 6,000 to 15,000+ (a 150% improvement), and the number of targeted customers that use more than one product rose by 17%. New insights resulted in increased efficiency, as customer acquisition costs decreased by 37%.
Since launching in 2004, Extraprise's Insight-to-Interaction platform has helped major corporations achieve a closed-loop sales and marketing environment where decisions about strategy, campaigns, and measurement are highly data driven. Extraprise customers use the system for marketing data management, marketing strategy, campaign management, response management, and lead management.
About ITSMA
ITSMA specializes in helping companies market and sell services and solutions more effectively. We work with the world's leading technology, communications, and professional services providers to generate increased demand, strengthen customer relationships, and improve brand differentiation. ITSMA annual program clients include business leaders such as BT, Cisco, Deloitte, Hewlett-Packard, IBM, Microsoft, and Tata Consultancy Services, among others. Our comprehensive research, consulting, and training on topics including ITSMA Account-Based Marketing℠, Brand Positioning, and Solutions Development provide the insight and experience companies need to improve business results. ITSMA is based near Boston, and has offices in London and Tokyo. Learn more at www.itsma.com.
About Extraprise
Extraprise® provides the people, processes, and technologies that create data-driven marketing organizations. We deliver marketing management, campaign management, response management, lead management, and data management services for some of the top US-based companies. We deliver solutions using Siebel Marketing and Analytics and our own hosted platform (Insight-to-Interaction). We have successfully completed over 700 engagements for more than 200 companies. For more information, visitwww.extraprise.com
