Company Profile:
Pavilion
Technologies, Inc. is a leading
global supplier of model-based
software that improves
manufacturing processes.
Based on the most powerful
predictive modeling software
in the industry Pavilion8™ –
powered solutions facilitate
quick response to market
demands, continuous
reductions in cost, constituent
achievements of quality
targets and enhanced air
quality. Pavilion's solutions are
used every day by more than
350 of the most performance driven
manufacturing companies in the world.
Challenge:
Anticipating
strong demand growth due to
rising energy prices, Pavilion
needed a way to zero-in on
customers with the most
significant need for its
products, the budget to
support an implementation,
and the authority to make a
purchase decision in a
reasonable timeline.
Solution:
ReachForce
developed a targeted list of
role based contacts and built a
qualified database for the
expansion into new regions.
Results:
ReachForce delivered
1,362 new contacts; provided
213 qualified leads and built a
pipeline of $650,000.
Pavilion Case Study
Breaking New Ground
Pavilion Technologies, a recognized leader in Advanced Process Control and environmental compliance solutions for process manufacturers worldwide, knew that its APC solutions achieved significant results for customers. Anticipating strong demand growth, Pavilion invested in new sales account managers and laid the foundation for expansion into new geographic regions. The company recognized a unique opportunity to leverage its success to capture new business throughout the North American chemical market.
"Our new VP of Sales charged marketing with opening larger markets, building new accounts, and tapping new geographies," stated Amy George Director of Marketing Programs at Pavilion.
To help with its new sales and marketing initiatives, Pavilion turned to ReachForce, a customized, role based database solutions provider, to develop a highly targeted list of IT professionals in its target vertical markets.
Pavilion was able to leverage ReachForce's OnDemand technology and worldwide market researchers to identify individuals based on roles, rather than titles. ReachForce identified over 1,350 contacts at over 500 plants within the North American chemical market for Pavilion. The database provided 213 qualified leads and built a pipeline of $650K as a result of the program.
"After speaking with the key decision maker for 15-20 minutes in 77% of our target accounts, ReachForce delivered over 200 qualified leads in just six weeks," continued George. "Our own team could not have accomplished these goals without ReachForce."
About ReachForce DiscoverReachForce Discover is a high-quality contact discovery solution which dramatically improves marketing response rates resulting in more sales opportunities. ReachForce Discover identifies contact roles and responsibilities, not just titles.