Telecommunications Inside Sales Case Study

This case study details the implementation of a managed inside sales team by MarketSource for a global communications and network services provider. The objective was to support the sales and customer contracting for a new SD-WAN product offering, which faced challenges such as minimum revenue constraints and long sales cycles. The existing internal team was unable to meet the revenue thresholds required for engagement, necessitating a focused solution. The managed inside sales team operated as internal peers to the client’s account teams, providing proactive sales support and rapid customer response times. This approach eliminated minimum revenue thresholds and expedited support for all opportunities. The results demonstrated significant success, with the client exceeding revenue goals by more than two times in the program's first year, achieving a 61% win rate, and increasing the average sale size to over $39,000. The case study outlines the challenges faced and the keys to success that contributed to these outcomes.