Case Study:
Red Hat OpenShift on IBM Cloud(ROKS)

Challenge:
1. Reach out to relevant connections
2. Sales pipeline increment along with conversion rate improvement
3. Not finding the right point of contact
4. Not being able to connect with the target audience

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IBM

Industry: Multinational Tech
Location: United States
Size: 282,000+ employees

Company Bio

IBM produces and sells computer hardware, middleware,
and software, and provides hosting and consulting services in areas ranging from mainframe computers to
nanotechnology. IBM is also a major research organization,
holding the record for most annual U.S. patents generated by a business (as of 2020) for 28 consecutive years.

Overview

Red Hat OpenShift on IBM Cloud is a managed offering for creating OpenShift clusters of compute hosts to deploy and manage containerized apps on IBM Cloud. Red Hat OpenShift on IBM Cloud provides intelligent scheduling, self-healing, horizontal scaling, service discovery and load balancing, automated rollouts and rollbacks, and secret and configuration management for your apps. Combined with an intuitive user experience, built-in security and isolation, and advanced tools to secure, manage, and monitor cluster workloads, and rapidly deliver highly available and secure containerized apps in the public cloud.

The Challenge​

It is quite understandable when multinational companies lose touch with their target audience. This is mostly because they are busy bettering their products and services. The main challenge or issue was to find out how to connect with the target audience, understand their needs and tailor the deliveries according to that. It was also important to understand the pain points of the target customers or potential customers, to be able to close deals.

The Solution

While IBM was thriving and coming up with new patents and delivering the best in market products and services, we were making it easier for them to acquire qualified leads and hence helping them improve their conversion rate. We started off with Appointment Generation and BANT campaigns via calls and emails for their Red Hat OpenShift on IBM Cloud (ROKS). IBM wanted to connect with its target audience and understand their problems and feedback. With BANT campaigns we tried to understand the perspective of the potential customers so IBM could work on fulfilling their needs. With Appointment Generation, we nurtured the prospects until they were ready to meet with the sales team of IBM.

The Approach

BANT: We started off by reaching out to relevant and potential customers through emails and calls. We first inculcated a sense of curiosity in them, in order to promote what IBM had to offer. The potential prospects were then asked questions in such a way that we could understand how far along the prospect is 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. 

Appointment Generation: To run the Appointment Generation campaign successfully we started by targeting relevant and significant contacts and nurturing them. Our goal was to push these prospects further into the sales funnel until they are ready to buy or at the least set an appointment with them to further discuss the product Red Hat Openshift on IBM Cloud(ROKS).

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.