Customer Profile:
Fiserv Output Solutions is a
division of Fiserv, Inc. (NASDAQ:
FISV), a Fortune 500 company
that provides information
management systems and
services to the financial and
insurance industries. Serving
more than 8,000 clients, Fiserv
was ranked the largest provider
of information technology
services to the financial services
industry worldwide in the 2004,
2005 and 2006 FinTech 100
surveys. Headquartered in
Brookfield, Wis., Fiserv reported
more than $4.4 billion in total
revenue for 2006.
Challenge:
Title-based lists had failed to
produce high quality results for
Fiserv, prompting the company to
seek a more targeted approach
to identifying key decision makers
among contacts.
Solution:
ReachForce discovered new
contacts in target markets and
collected valuable information
about the industry, shifting
Fiserv's focus to include a new
segment of prospects.
Results:
Through contact discovery,
ReachForce identified a changing
trend in where Fiserv buyers
were found in a company. By
surveying these contacts
ReachForce discovered 30 solid
leads ready for Sales follow up.
Fiserv Case Study
Tracking Down the Right Decision Maker
For companies who drive product and service innovation, there is tremendous change in the air as to how solutions are sold and who they are sold to. Because of this, the marketing group for Fiserv Output Solutions had determined that industry membership lists and other title-based resources for its demand generation efforts would not produce satisfactory results. They needed a way to get to the right buyers well ahead of the competition.
That's when Fiserv Output Solutions enlisted ReachForce to find new role-based contacts in select target markets. Upon discovering these contacts, ReachForce then conducted a survey to gather more market data specific to each company and contact.
"Because the nature of our new product development is highly innovative and ahead of the curve, we often found it difficult to identify key influencers and decision makers using a title based prospecting approach. The ReachForce ability to link role based contact discovery with our demand generation process vastly accelerated our ability to deliver the right message to the right people at the right time," says Johanna Hardy, Vertical Marcom Manager at Fiserv Output Solutions.
In one situation, FOS needed to determine the correct target audience for a new service innovation that crossed several operational departments within prospective client organizations. ReachForce understood the unique challenge and accurately identified the correct contacts needed to quickly deliver a “bridge-crossing” value proposition to decision makers in each of the affected areas. As a result, communications were open, informational gaps were filled and ReachForce delivered 250 high quality contacts and over 30 solid leads.
"ReachForce has become a key part of our marketing and lead generation initiatives," Hardy said. "By understanding and discovering the right decision-making roles, we are seeing more marketing leads move into the sales pipeline."
About ReachForce Discover and ReachForce AppendReachForce Discover is a high-quality contact discovery solution that dramatically improves marketing results and sales conversions by identifying prospects by their role or function in the organization vs. their title.
ReachForce Append enables marketers to further analyze and target prospects by enhancing company records with additional customized attributes.