zSpace is the leading developer of Virtual Reality solutions for the learning market. With a mission to transform and accelerate STEM (Science, Technology, Engineering and Math) learning around the world, the pressure was on to get to market quickly and establish their brand through successful implementations of their VR desktop solution in K-12 schools and Higher Education institutions.
With a small but highly technical and experienced field sales team, the challenge was to find a way to optimize the productivity of the field resources while quickly building the sales pipeline of new business opportunities. Another challenge was finding a way to qualify the opportunities before spending time and resources traveling to customer sites when the solution truly must be "seen to be believed."
After careful research, zSpace determined that ProSales Connection was the partner they wanted to work with to help build a sales pipeline because of ProSales Connection’s extensive experience working with early stage technology companies and their experience in the education market.
Together, with zSpace, ProSales Connection developed the key messages, outbound call strategy and operational connecting points with the field sales team. Due to the exciting nature of their product, the ProSales Connection team developed a detailed process for qualifying the meetings before sending meeting invitations out to the prospects and field sales resources. With an experienced Client Program Manager assigned and a team of talented Sales Development Representatives, the program was launched in just 2 weeks.
ProSales Connection secured over 800 discovery sales meetings with decision makers within the zSpace target market over the first 20 months of the program resulting in $12,322,000 worth of sales qualified opportunities added to the pipeline. With actual closed sales and a conservative projection of current opportunities likely to close, this pipeline will generate over $2.7 million in revenue to the business.
"ProSales Connection provides our seasoned field sales team with qualified discovery sales meetings, which allows us to stay in front of new business opportunities and ensure our clients have the best experience with our solutions.”
- George Warren, VP - zSpace, Inc.
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