Case Study: Dell EMC Powerstore

8 Miles solution helped Dell EMC to gain qualified leads and improve their sales figures and conversion rate.

Dell EMC Powerstore

Dell EMC

Industry: Technology
Location: Texas, USA
Size: 165000+

Company Bio

Dell EMC (until 2016, EMC Corporation) is an American multinational corporation headquartered in Hopkinton, Massachusetts, and Round Rock, Texas, United States. Dell EMC sells data storage, information security, virtualization,
analytics, cloud computing, and other products and services that enable organizations to store, manage, protect, and analyze data. Dell EMC’s target markets include large companies and small-sized and medium-sized businesses across various vertical markets.

About Dell EMC PowerStore

The PowerStore system is the primary midrange storage offering from Dell Technologies, offering customers a new and highly portable solution to deploy through our Dell Technologies enterprise ecosystem. By taking elements already used in Dell’s other products and refactoring them into a container-based system, Dell fundamentally changed the way its customers can consume and deploy technology seamlessly.

Key Metric - Dell EMC Powerstore

The Challenge

Traditional companies were hesitant to try the new product, PowerStore. They rather preferred their old methods of storage. Prospects also found it a bit costly. To make this product a success, we had to come up with a plan that would help us target our audience effectively.

The Solution

The main challenge was to make sure that the prospects knew that the product was worth it. We did that by educating the target audience through BANT and CD campaigns. 8 Miles Solution provided new contacts to Dell EMC through the Contact Discovery campaign and worked on nurturing the relationships with the targeted accounts. These campaigns were run in two countries. In addition to that, Dell EMC provided us with a list of targeted accounts from the United States of America. 8 Miles solution ran an Account-Based Marketing campaign with these targeted accounts. After running these campaigns successfully, all the deliverables were delivered on-time and in a cost-effective way.

The Approach

Account-Based Marketing: 8 Miles Solution was given a list of targeted accounts from the USA. We were supposed to nurture these accounts till they were ready to buy. We were able to understand the pain points of the prospects and help them through the buyer’s journey.


BANT: We started off by reaching out to relevant and potential customers through emails and calls. At first, we introduced Dell EMC PowerStore to the prospects by telling them how easy their data storage can be. The potential prospects were then asked questions in such a way that we could understand how far along the prospect was in the buyer’s journey. The questions were divided into 4 categories: budget, authority, need, and time. This helped us interact with the target audience, understand their issues, and help them.

About 8 Miles Solution

8 Miles Solution is a sales acceleration company, we provide everything from contact to closure. Our core expertise lies in Lead Generation, Data Enrichment Services, Appointment Setting, Digital Marketing, and Email Marketing & Market Research. Commitment, quality & dedication are the key ingredients of 8 Miles Solution. We believe in reanalyzing efforts, challenging timelines, and believing in finding the right answers. Our goal is to increase your sales figures and if there is only one solution in the world we will find it and deliver the results before it’s too late. 8 Miles Solution is a sales acceleration company, we provide everything from contact to closure. Our core expertise lies in Lead Generation, Data Enrichment Services, Appointment Setting, Digital Marketing, and Email Marketing & Market Research. Commitment, quality & dedication are the key ingredients of 8 Miles Solution. We believe in reanalyzing efforts, challenging timelines, and believing in finding the right answers. Our goal is to increase your sales figures and if there is only one solution in the world we will find it and deliver the results before it’s too late.