Success Stories

Synaptis Finds New Way to Grow Sales Pipeline

When Fortune 1000 firms and government organizations need to train their staff on how to use the latest enterprise software, they turn to Synaptis. Founded in 1999, North Carolina-based Synaptis specializes in developing effective custom training programs for clients implementing or upgrading enterprise systems. Synaptis services and solutions include web-based training, online on-the-job support, a learning management system and web-based authoring tools, needs assessments, classroom training, change management, and business process documentation.

The Problem

While the company had a solid reputation in the industry and a good number of clients under its proverbial belt, Synaptis needed a better way to find leads. Most of their lead generation activities were focused on conferences and word of mouth referrals. An in-house sales team contacted prospects. This process worked, but the number of leads was relatively small. In order to truly expand their sales pipeline, they needed more leads to work with.

The Answer

Synaptis decided to purchase a list of contacts in conjunction with building a lead generation program. Initially David Jackson, Synaptis's Director of Sales and Marketing, was worried about purchasing a list of contacts. After all, most of them are incomplete or full of bad names-in short, bad investments. However, after speaking with Vertexera Mr. Jackson decided to order the Peoplesoft list.

The Results

When Mr. Jackson received the list, he was pleasantly surprised. Many of the company names on the list were ones he already knew. The list went to Synaptis' lead generation group and after running through the list thoroughly it turned out that only 3-4% of the contacts were no longer valid. And most of those were due to restructuring and downsizing within the companies in question. Overall, the number of excellent leads far outweighed those that were no longer useful.
By using this list, Synaptis was not only able to gain a few new clients, but they also helped the company establish a significant backlog of potential customers for future marketing efforts.
While the list itself was effective and thorough, it was not the only highlight of Mr. Jackson's experience with Vertexera. Their exceptional customer service also left a lasting impression that may mean Synaptis will be calling on Vertexera again when new lists are needed.

The Conclusion

Synaptis was a stable company that already employed a fairly successful lead generation process. However, in order to grow their sales pipeline and gauge their market more accurately, they needed access to more potential clients and Vertexera delivered a strong list of valid contacts that fit their needs perfectly.