TELECOMS LEAD GENERATION

B2B Telecoms Lead Generation for Connectivity, SD-WAN & WAN Solutions

Generate qualified telecoms sales opportunities by putting your solutions in front of the businesses that are most likely to need them.

At 24 I.S. Sales Intelligence, we provide B2B telecoms lead generation and appointment setting for companies selling business connectivity, SD-WAN, Wide Area Networks, networking and other telecommunications solutions.

We can identify and approach mid-market businesses across the UK, speak directly with the people responsible for their IT and telecommunications infrastructure, understand their current requirements and identify opportunities for your sales team to pursue.

Whether you are looking to promote SD-WAN, MPLS replacement, business broadband, fibre connectivity, Ethernet, Wide Area Networks, network security or managed connectivity, our experienced UK-based team can help generate new business opportunities.

Reaching the Mid-Market Telecoms Opportunity

The UK mid-market represents a significant opportunity for telecoms and connectivity providers.

Many businesses have:

Multiple offices or locations
Increasing reliance on cloud applications
Hybrid or remote workforces
Complex WAN infrastructure
Multiple connectivity suppliers
Legacy MPLS or other networking technologies
Growing cybersecurity requirements
Increasing demands on network performance
Contracts approaching renewal
A need to reduce telecommunications costs

Finding these businesses is only the first step.

The challenge is identifying which companies have a genuine requirement, finding the right decision makers and starting a meaningful conversation.

That's where our telecoms lead generation experience can make a difference.

SD-WAN Lead Generation

SD-WAN is a particularly good example of where a targeted outbound campaign can create opportunities that traditional marketing may not uncover.

Rather than simply calling businesses and asking whether they are interested in SD-WAN, we can research organisations to identify characteristics that may indicate a potential requirement.

For example:

Businesses operating from multiple locations
Organisations with geographically dispersed offices
Companies with significant cloud application usage
Businesses with complex network infrastructure
Organisations potentially using MPLS
Companies experiencing network performance issues
Businesses undergoing expansion or acquisition
Organisations consolidating or relocating offices
Companies with significant remote or hybrid working
Businesses approaching network or connectivity renewal

We can then approach the appropriate IT, infrastructure, networking or procurement contacts and establish whether there is a current or forthcoming requirement.

The objective isn't simply to make calls.

It is to uncover genuine sales opportunities.

Wide Area Network Lead Generation

SD-WAN is only one part of the wider WAN opportunity.

We can support lead generation campaigns for companies providing:

Wide Area Networks
SD-WAN
MPLS alternatives
Ethernet
Dedicated Internet Access
Business broadband
Fibre connectivity
Internet connectivity
Managed networks
Network monitoring
Network security
Cloud connectivity
Secure connectivity
Multi-site networking
Managed connectivity
Telecoms infrastructure

We can tailor the campaign around the particular technology, proposition and target market you are trying to develop.

Identifying the Right Businesses

Effective telecoms lead generation isn't about producing a huge database of companies and simply working through it.

We believe the research behind the campaign is just as important as the telephone conversation.

We can help identify businesses according to criteria such as:

Company size

Target businesses by employee numbers, turnover or other characteristics relevant to your proposition.

Geography

Target businesses throughout the UK or concentrate on particular regions.

Number of locations

Particularly relevant for SD-WAN, WAN and multi-site connectivity propositions.

Industry

Create campaigns around sectors where your technology provides a particular advantage.

Technology requirements

Where appropriate, research the organisation's existing connectivity, network infrastructure or technology environment before approaching them.

Decision makers

Identify relevant IT Directors, Heads of IT, Infrastructure Managers, Network Managers, CIOs, CTOs, Procurement Directors and other appropriate contacts.

Research Before We Call

One of the advantages of working with 24 I.S. is that we don't view lead generation as simply a numbers exercise.

Where appropriate, we can research an organisation before making contact.

We can investigate areas such as:

Number of offices
Locations
Company growth
Acquisitions
IT infrastructure
Existing suppliers
Network requirements
Technology changes
Key decision makers
Potential contract or renewal opportunities

This allows our callers to approach prospects with a reason for calling, rather than delivering a generic telecoms sales pitch.

That often makes the difference between being immediately dismissed and having a useful business conversation.

Speaking to IT Decision Makers

Telecoms and networking solutions can involve several stakeholders.

Depending on your proposition, we can target:

IT Directors
IT Managers
Heads of IT
CIOs
CTOs
Infrastructure Directors
Infrastructure Managers
Network Managers
Network Architects
Telecommunications Managers
Procurement Directors
Procurement Managers
Operations Directors
Finance Directors

Our objective is to reach the person who understands the existing infrastructure and can influence the decision to investigate an alternative.

From First Conversation to Qualified Appointment

Our role isn't simply to generate names.

We want to establish whether there is a genuine commercial opportunity.

A typical conversation might establish:

What connectivity or networking infrastructure the business currently uses.
How many locations it operates.
Whether it has plans to change or upgrade its network.
Whether it is considering SD-WAN or alternative WAN technologies.
Whether there are current problems with performance, resilience or cost.
When existing arrangements may be reviewed or renewed.
Who is responsible for the decision.
Whether there is sufficient interest to justify a conversation with your sales team.

Where an appropriate opportunity exists, we can arrange an appointment for your sales team.

Telecoms Sales Intelligence

Our approach goes beyond appointment setting.

During a campaign, the conversations we have with prospects can generate useful sales intelligence about your target market.

For example, we may uncover:

Which suppliers are currently being used
When contracts are likely to be reviewed
What technologies businesses are currently using
Interest in moving away from legacy technologies
Demand for SD-WAN
Demand for improved connectivity
Network expansion plans
Common objections
Pricing concerns
Competitor activity
Emerging requirements

This information can help your sales team understand not only who is interested, but also what is happening within the market.

Telecoms Experience

24 I.S. has extensive experience working within the telecommunications and technology markets.

We've worked on campaigns involving areas such as:

Fibre connectivity

Targeting businesses within specific network footprints and identifying potential customers.

SD-WAN

Approaching mid-market organisations to establish potential requirements for SD-WAN and wider networking solutions.

Wide Area Networks

Researching how organisations manage their multi-site network infrastructure and identifying potential opportunities.

Enterprise connectivity

Targeting organisations where connectivity is strategically important to their operations.

IT networking

Engaging IT decision makers around infrastructure and networking requirements.

Strategic account research

Researching larger organisations to establish their existing network arrangements, suppliers, decision makers and potential renewal opportunities.

This combination of telephone prospecting and sales intelligence enables us to have considerably more informed conversations with potential customers.

A Flexible Extension of Your Telecoms Sales Team

You don't necessarily need to recruit additional salespeople to increase your outbound activity.

24 I.S. can operate as an extension of your existing sales team.

We can provide:

Targeted prospect research
Database development
Telecoms lead generation
Cold calling
Appointment setting
Decision-maker identification
Contract and renewal research
Market intelligence
Lead qualification
Sales follow-up

Campaigns can be run on a short-term or ongoing basis, with projects available from four days per month.

This makes it possible to test a market, launch a new proposition or supplement an existing sales operation without the commitment of recruiting a permanent team.

Telecoms Lead Generation for Technology Providers

Our experience is particularly relevant to companies selling complex B2B technology solutions where the sales process requires more than simply finding a contact name.

We can work with:

Telecoms providers
Connectivity providers
Network operators
MSPs
IT service providers
Technology vendors
Managed network providers
SD-WAN providers
Cybersecurity providers
IT resellers
Technology distributors

If your proposition requires a conversation with a senior business or IT decision maker, we can help you get that conversation started.

A Real Sales Intelligence Approach

We call our business 24 I.S. Sales Intelligence for a reason.

Our objective isn't to make the highest possible number of calls.

It's to use research, targeted prospecting and experienced telephone conversations to identify where genuine opportunities exist.

For a telecoms provider, that might mean discovering a mid-market organisation that:

has multiple offices, is currently operating an ageing WAN infrastructure, has a connectivity contract coming up for review and is open to discussing SD-WAN.

That's considerably more valuable than simply adding another company to a prospect list.

Why Choose 24 I.S.?

UK-Based Sales Professionals

Our campaigns are delivered by experienced UK-based sales professionals who understand how to conduct a proper B2B business conversation.

Telecoms & Technology Experience

We've worked extensively across telecommunications, IT, networking, connectivity and technology markets.

Research-Led Prospecting

We can research companies and decision makers before approaching them.

Complex B2B Conversations

We are comfortable discussing technology propositions that require qualification rather than a simple transactional sales pitch.

Flexible Campaigns

Start from as little as four days per month, with the ability to increase activity as opportunities develop.

An Extension of Your Sales Team

We work alongside your existing sales operation rather than simply passing over a list of leads.

Telecoms Lead Generation Case Study

Identifying SD-WAN Opportunities in the Mid-Market

We have undertaken targeted outbound campaigns for technology and telecoms businesses looking to develop opportunities within the mid-market.

One campaign focused specifically on SD-WAN opportunities, targeting organisations where there was potential demand for modern Wide Area Network technology.

The campaign involved researching target organisations, identifying appropriate IT decision makers and conducting conversations to establish their existing network arrangements, requirements and potential appetite for change.

The campaign generated significant mid-market SD-WAN opportunities and led to a further campaign being commissioned.

This is the type of research-led telecoms lead generation we believe works particularly well for complex technology propositions.

Frequently Asked Questions

What types of telecoms companies do you work with?

We can work with telecoms providers, connectivity companies, network operators, MSPs, IT service providers, technology vendors and other businesses selling B2B telecommunications and networking solutions.

Can you generate leads specifically for SD-WAN?

Yes. SD-WAN is a particularly suitable proposition for targeted outbound lead generation. We can identify mid-market businesses with characteristics that may indicate a requirement and approach the relevant IT decision makers.

Can you target businesses with multiple locations?

Yes. Multi-site organisations can be particularly relevant for WAN, SD-WAN and managed connectivity campaigns.

Can you identify the existing telecoms provider?

Where the information is publicly available or can be established through a conversation, we can research and record information about existing suppliers and network arrangements.

Can you find contract renewal dates?

Where appropriate, renewal information can form part of the sales intelligence research undertaken during a campaign. We can also ask prospects directly about when they expect to review their current arrangements.

Do you only work with large telecoms companies?

No. We work with businesses of different sizes and can provide additional outbound sales resource for established telecoms providers, technology companies, MSPs and specialist suppliers.

How quickly can we start?

Campaigns can be arranged around your requirements, with activity available from four days per month.

Generate More Telecoms Sales Opportunities

If you're looking to sell SD-WAN, Wide Area Networks, connectivity or other telecommunications solutions into the UK mid-market, 24 I.S. can provide the research, prospecting and telephone sales resource needed to identify and develop new opportunities.

Call 01782 409788 and speak to our friendly team to discuss your requirements.

24 I.S. Sales Intelligence — targeted telecoms lead generation that creates genuine sales opportunities.

Outsourced Sales Management for your business.