Database Development and Market Profiling Program Helps Vigil Networks Drive Sales Activity and Improve B2B Lead Generation

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IT Decision makers are notoriously hard to get in touch with so when Vigil Networks, a value-added reseller of network security and data management solutions wanted to enhance its sales and marketing database, it turned to the experts at ResponsePoint for help.

Vigil Networks
Building a database and staying involved with prospects not yet ready to buy is the most important thing you can do to ensure the long-term success of your sales organization

Vigil Networks deals with information and a lot of it. As a value-added reseller of network security and data management solutions, it helps monitor, manage and secure networks of information for the government, for businesses, for hospitals and for 100’s of other private institutions. As part of their services, they help clients build secure networks and content retention strategies that meet stringent legal guidelines for storing employee communications. So when Vigil Networks wanted to expand their sales and marketing efforts into a new market, it knew the importance of doing the job the right way and turned to ResponsePoint for help identifying qualified organizations and the key decision makers within them.

“We’re a lean, customer focused organization,” says Randy Shultz, President of Vigil Networks. “Everybody’s goal here is to ensure our customers’ success. That leaves us very little time to identify and qualify new sales opportunities. Instead, we asked ResponsePoint to streamline this process and help us become more efficient.”

ResponsePoint, a marketing agency specializing in B2B lead generation took on the challenge and worked with Vigil Networks to identify their ideal customer profile and build a qualified list of target accounts and decision makers. They then proceeded to engage those accounts to identify solution needs and timing. New, active opportunities were handed off to Vigil Networks sales team, while the remaining prospects were included in a long-term lead nurturing plan.

“Building a database and staying involved with prospects not yet ready to buy is the most important thing you can do to ensure the long-term success of your sales organization,” says Brian Gossett, CEO of ResponsePoint. “By doing this, companies are better positioned to answer questions and close the sale often before the competition knows the opportunity exists.”

With their database in place, Vigil Networks has been able to maintain its focus on helping clients be successful while maximizing their own sales opportunities.

“ResponsePoint has made finding new clients and staying engaged with our existing clients easy,” continues Randy. “In addition, their team regularly provides advice on how to improve our sales and marketing processes to help us get more from our limited marketing budgets.”

About ResponsePoint
ResponsePoint builds efficient and effective B2B lead generation solutions. Our process centered approach to lead generation improves your ability to produce better quality leads, consistently over time. This starts with developing a strategy that aligns your objectives with the right target audience and the perfect mix of marketing communications. We then use our experience to apply proven marketing processes and technologies that simplify program management, measurement and sustainability for long after our initial engagement is over. ResponsePoint’s headquarters is just outside the Research Triangle Park area of North Carolina.

About Vigil Networks
Headquartered in Cary, NC, Vigil Networks, Inc. is a Value Added Reseller of technology solutions and services with a specialization in network security and remote monitoring and management. Since 2003 Vigil Networks has supported well over 100 organizations and established a solid customer base in the Public Sector with its support of local government and public libraries.

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Kenneth Pikulik
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