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How ATS used SoPro campaigns to drive sales without building out internal business development teams

Company profile

Location:

UK

Product/Service:

Mobile phones, landlines, broadband and VoIP

Deal cycle:

3-24 months

Target profile

Location:

UK

Company size:

51 employees +

Role/Function:

Heads of Procurement/Purchasing, Owners/Founders

How ATS used sopro's prospecting to deliver reliable leads to their salesteam

Headline Results

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£54 cost per lead
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4% lead rate
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18% response rate
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£54 cost per lead 4% lead rate 18% response rate

Company description

There are many telecoms providers in the UK but ATS is different. To start with, they’re independent, which means they are free of many of the constraints that High Street phone shops have to work under. So can be more flexible with plans and go the extra mile with services. ATS also offer free account management, so if you need help with your bills or any technical questions, you can speak directly to your account manager, not a call centre.

Objectives

ATS are a strategic partner with EE and are also providers of landlines, broadband etc. They offer prospective clients a free analysis service whereby they look at expenditure, deal structure and future requirements and provide alternatives highlighting cost savings. Additional to the cost savings, customers choose ATS for their service – accounts are managed throughout the agreement and business changes and changes to requirements are reacted to ensure efficiency throughout. ATS take a consultative approach and will look to understand business growth and additional usage moving forward, future proofing the agreements for additional requirements.

Campaign performance breakdown

Here's how the campaign performed across each of the industry verticals and company size brackets in scope.

Sector Prospects Opened Opened % Responses Response % Leads Lead Rate % Cost Per Lead
Automotive 104 80 21.4% 17 16% 5 4.8% £41.60
Construction 100 100 27.6% 19 19% 3 3.0% £66.67
Financial Services 87 84 29.0% 17 20% 2 2.3% £87
Information Technology and Services 72 87 35.5% 13 18% 2 2.8% £72
Computer Software 54 63 31.5% 7 13% 1 1.9% £108
Electrical/Electronic Manufacturing 53 59 33.5% 10 19% 2 3.8% £53
Education Management 39 30 22.9% 10 26% 3 7.7% £26
Airlines/Aviation 35 34 29.3% 6 17% 1 2.9% £70
Building Materials 34 34 30.1% 10 29% 4 11.8% £17
Banking 32 18 19.2% 7 22% 1 3.1% £64
Company Size Prospects Opened Opened % Responses Response % Leads Lead Rate % Cost Per Lead
Myself Only 2 0 0.0% 0 0% 0 0.0% N/A
1-10 10 8 20.0% 0 0% 0 0.0% N/A
11-50 11 8 19.1% 1 9% 0 0.0% N/A
51-200 646 673 29.8% 132 20% 27 4.2% £48
201-500 372 399 30.2% 70 19% 11 3.0% £68
501-1000 334 324 27.0% 52 16% 15 4.5% £45
1001-5000 74 75 30.6% 12 16% 0 0.0% N/A
5001-10,000 21 10 13.7% 6 29% 0 0.0% N/A
10,001+ 56 51 29.5% 9 16% 4 7.1% £28

 

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