Success Stories

CSS Captures New Leads within the Siebel Install Base

CSS specializes in JD Edwards and Siebel software implementations. Over the last five years this firm, headquartered in Charleston, South Carolina, has made a name for itself within a highly competitive field. In fact, in 2001, CSS was names a Siebel Ace Partner, a prestigious title shared by only thirty-five companies around the world.

The Problem

For a company like CSS, finding good leads is a crucial challenge. After all, 50 to 60% of their business comes from within an ongoing user base. The contact information for decision makers in that user base is well-guarded and difficult to come by. Plus, the downsizing and employee shuffling caused by the slow economy has made getting in touch with the right person in the right company practically impossible, or at least that's how it seemed to Mr. Pete Ballou, CSS's Vice President of Sales. Mr. Ballou had used targeted lists in the past, but had always been disappointed by the quality of the information they contained.

The Answer

Mr. Ballou heard about Vertexera from a design agency with which CSS was working. While skeptical, he decided to give Vertexera a try and purchased a Siebel list. In fact, even before receiving the list, he was already impressed by Vertexera's customer service. Not only were they easy to work with, but they even modified the Siebel list to better suit his needs.

The Results

When he received the list, he was pleasantly surprised to find it had been money well spent. The list included hundreds of clients, and the information was current. Even valid e-mail addresses for company decision makers were included. Overall, Mr. Ballou found it to be "more accurate than any list" he'd ever used before. With Vertexera's Siebel list, Mr. Ballou was able to establish contact with a number of important decision makers, and the company was able to generate 10-15 legitimate leads. The company is currently working to turn those leads into clients.

The Conclusion

CSS needed to find that valuable information about Siebel's user base in order to continue to grow, but that task proved difficult. Vertexera's list put that information into their hands and helped them find new areas for their sales and marketing efforts. It was exactly what they needed.