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TENSAI

SAS
CASE STUDY

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About
SAS

SAS is a proven leader in the analytics industry from the last 45 years and are working in 146 industries across the globe.
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CHALLENGES
FACED

Accessing enterprise and midmarket accounts was a hurdle, limiting the discovery of new business revenues.
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SAS

01.

EVENT FACTS

Only 36% of B2B organizations verify leads before passing them to sales.

02.

CAMPAIGN TIMEFRAME

2 months

TENSAI

TENSAI’S STRATEGY & GOALS

We leveraged SAS’s provided list of named accounts & target segments, tailored a campaign strategy combining B2B Appointment Fixing and MQL Campaigns utilizing the Hybrid Model

Strategy 1: B2B Appointment Fixing

Objective

Create awareness among named accounts and engage with decision-makers to schedule meetings with SAS account managers.

Approach

Sending teaser emails, strategic LinkedIn Campaigns, and phone outreach to share solution details and evaluate interest was all a part of our campaign.

Outcome

SAS account managers to understood the organization’s current IT infrastructure, challenges and generated demand for SAS solutions

Strategy 2: MQL Campaign

Objective

Tensai aimed strategically and tapped into the correct designations and followed the process to drive demand in target segment.

Approach

Prioritized the NA (Need & Authority) criteria within the MQL model, providing SAS account managers with IT infrastructure insights

Outcome

Targeted 20-25 meetings monthly to enhance communication between prospects and sales, ensuring lead quality through thorough vetting process.

Results

SAS successfully nurtured named accounts in key territories, resulting in a focused and strategic approach. This effort led to a notable 25-35% return on investment (ROI) from 57 delivered.
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