ReachForce



Customer Profile:
TippingPoint, a division of 3Com, is the leading provider of network based intrusion prevention systems for corporate enterprises, government agencies, service providers and academic institutions. TippingPoint is the only intrusion prevention system to offer VoIP security, bandwidth management, Peer-to-Peer Protection, and default "Recommended Settings" to accurately block malicious traffic.

Challenge:
TippingPoint needed to identify the manager/administrator level contacts that were responsible for certain aspects of the company's security management. Rented lists had previously only been about 20- 30% accurate.

Solution:
ReachForce developed a rolebased contact database and further qualified the contacts, by gathering more contextual information, enabling more targeted messaging in the direct mail campaign.

Results:

  • 25% response rate on direct mail campaign
  • Significant time savings for sales teams resulting in reduced sales cycles

TippingPoint Case Study

Role vs. Title

TippingPoint, a pioneer in the intrusion prevention systems market, wanted to do a targeted direct mail campaign to manager and administrator level people in the security management departments of the Fortune500 companies. Contact information for these people was very limited and difficult to find using brokered lists or online services. The titles TippingPoint had been targeting were not accurate prospect names. They needed to change their approach and look for the right person, not the right title.

TippingPoint chose ReachForce to help build a contact database for the campaign as well as collect some additional information for further refined messaging. Leveraging its OnDemand technology and worldwide market researchers, ReachForce delivered a database of 464 contacts from the Fortune500 companies. Of the 464 contacts, ReachForce discovered 134 different titles for the single role TippingPoint was looking to identify.

With this complete database of exactly the right contacts, TippingPoint executed a direct mail campaign that delivered a greater than 25% response rate. Not only were response rates up, TippingPoint realized significant time savings for the sales team, therefore increasing productivity and reducing sales cycles.

"The value for your money doesn't get much better than with ReachForce. With 100% accurate contact data, we are confident that every marketing dollar is targeted at the right person, delivering superior results. If you market to the wrong person, every dollar on a campaign is a waste. We will continue to use ReachForce as an integral part of our marketing and sales strategy" says Greg Fitzgerald, VP Marketing at TippingPoint.

About ReachForce Discover and ReachForce Append

ReachForce 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.

ReachForce Append enables marketers to further analyze and target prospects by enhancing company records with additional customized attributes.