A strategic campaign to target small to medium business

Major Telecommunications Provider

Optus, a market leading Australian telecommunications provider, selected Gigaforce to acquire new customers and retain existing customers by selling, up selling and cross selling mobility and mobile products.

The Challenge

Optus required a strategic approach to expand its share of mobility and mobile products within the small to medium business market, in line with their projected market share.

The client required an experienced partner that could seamlessly transition leads through the sales process, analyse needs, identify opportunities and achieve exceptional sales results.

With a high volume of transactions anticipated, the provider needed to demonstrate strict process compliance and the ability to train sales consultants on in-depth product information.

The Solution

As a premium and key partner, Gigaforce quickly established operations in Brisbane and Perth (in addition to existing team in NSW & VIC), provided in-depth product training to direct sales staff, and commenced a campaign to generate product enquiries.

Gigaforce established a dedicated call centre in Sydney comprising experienced sales consultants to acquire new customers and retain existing customers by up selling and cross selling products.

In addition, we created a segmented field service campaign with a team established to focus on selling products to companies with 6 – 20 employees and a second team established to target medium companies with 20 plus employees.

The Result

The take up of Optus mobile and mobility products amongst small to medium businesses in the targeted regions grew by 40% over a period of two quarters.

With a focus on product training and customer service as well as an emphasis on compliance throughout the sales process, Gigaforce achieved closure on a high percentage of sales leads.

Optus exceeded its KPIs.

Optus recognised Gigaforce as the channel with the best marketing strategy and as their number one partner driving SMB product sales.