Success Stories

Outer Bay Technologies Lands Quality Leads in the Oracle Market

The Company Outer Bay Technologies was a B2B company just breaking into the industry. The company's products, software packages in the $250,000+ range, were designed to help businesses use their information technology infrastructure more efficiently, especially those businesses which were part of the Oracle ERP and Peoplesoft install base. Although new, Outer Bay's first two years earned them 23 Fortune 1000 clients, including GE and Cablevision.

The Problem

While 23 clients was an improvement for Outer Bay, it was only a fraction of the 7000 businesses currently using Oracle. It was up to Vice-President of Marketing, Bill Morrow, to enlist more of those businesses as Outer Bay clients.

The initial focus of their marketing efforts was not on closing sales, but on finding quality leads. After all, the company reasoned "the more times you go up to the plate and swing the bat, the more times you can hit the ball."

But finding those leads was not easy. Mr. Morrow tried going to trade shows, buying lists, and even scanning the Oracle web site, but the results were never satisfying. These methods were simply too expensive and time-consuming, plus they rarely produced the names of important decision makers.

The Answer

Outer Bay's solution came via email when Mr. Morrow found a message from Vertexera in his inbox. Although admittedly skeptical, he contacted Mr. Joe Libarski, President of Vertexera, to request a sample list of contacts. He deliberately requested a list that would contain new contacts, plus the names of some of Outer Bays current customers so he could determine the reliability of Vertexera's information. Much to Mr. Morrow's surprise, the list of familiar contacts was not only perfect, in some cases it even provided names for higher level employees than he'd anticipated.

Without further hesitation, he purchased the list from Vertexera and passed it on to the company responsible for Outer Bay's lead qualification and hoped for the best.

The Results

He wasn't disappointed. In fact, the operations manager of the company handling the lead qualifications called the list the best he had seen in 20 years!

With the list from Vertexera, a qualified lead was found every four hours, instead of every 16 hours; a 400% improvement, and Outer Bay was able to quadruple its sales pipeline!

The Conclusion

The goal of Outer Bay Technologies was to find a way to reach a larger percentage of those 7000 Oracle users. With Vertexera, they were able to achieve that goal in an efficient and cost-effective way. It was the answer they'd been looking for.