A mass direct sales campaign to consumers

Major Telecommunications Provider

Optus, a market leading Australian telecommunications provider, selected Gigaforce to convert fixed line and broadband customers from the existing telecommunications provider’s network to the newly established Optus network.

The Challenge

Optus required an experienced partner that could manage the risks of fraud and non-compliance associated with a high volume consumer sales campaign.

Optus required a sales force with in-depth product knowledge and expert sales skills to educate a broad consumer market on their new telecommunications network.

The client needed a focussed sales team that could retain existing customers by up selling and acquire new customers by selling and cross selling fixed line and broadband services.

The solution

Gigaforce formed a 350 strong customer focussed sales team from across Australia and provided in-depth product, sales and compliance training via group workshops.

The sales team’s skills were developed to ensure they could quickly identify sales opportunities, up sell, cross sell and close leads.

Thorough reporting and checking procedures were put in place to maximise compliance and minimise the risk of fraud in the sales process.

The Result

During the 12 month campaign, the Gigaforce team contributed 80% of Optus’ total sales for broadband and fixed line products in the direct space.

Gigaforce succeeded in reaching a mass market, educating consumers and establishing credibility for the Optus network.

Gigaforce succeeded in cross selling the benefits of purchasing broadband / fixed line bundles.

Optus recognised Gigaforce’s achievements in minimising fraud and non-compliance issues by focusing on product and compliance training as well as robust reporting procedures.