This case study is based on an interview with Marc Thévenin, Business Development Director and Head of the Paris and Montreal offices.
The Eudoweb Group publishes 100% web-based CRM solutions that are already used by nearly 800 clients. Eudoweb’s software solutions are today essential references. The head office is located west of Paris, in Courbevoie, in addition to offices in Nantes, Lyon, and, since 2009, Montreal.
In March 2009, they decided to establish a presence in Quebec. Since the beginning of the partnership, Eudonet and Direct B2B Telemarketing have been working closely together, with clients such as cultural institutions, foundations and job placement organisations. As well as major players in the communications, marketing, human resources and various professional orders.
Prospecting abroad
Since 2009, a telephone prospecting team dedicated to Eudonet Canada has been working on an ongoing basis to pursue its client development efforts by planning introductory meetings in the offices of prospective clients. The solutions offered by Eudonet allow for the management of all databases, both for the communication aspect as well as for everything related to reports, assessments, follow-ups and press relations, all in one user-friendly tool. As this collaborative solution can be fully configured according to the precise and real needs of the clients approached, Direct B2B Telemarketing has the possibility of contacting numerous organisations and companies operating in different fields of activity. We had a few clients in Switzerland who had come to us via the Internet or through referrals, and we were considering establishing links with various companies in both countries. As we had established an excellent working relationship with Direct B2B Telemarketing, our first instinct was not to hire a European-based prospecting company but to test the waters in Switzerland and Belgium with our Direct B2B Telemarketing team. A prospecting campaign from Canada was quickly set up.
“Thanks to the knowledge of the business and the quality of the presentation, we had many meetings and each time a very good reception. We are considering opening offices in Switzerland as the reception was so positive during these meetings.”
Managing the time difference (between 2 countries)
“At the beginning, I was a bit worried about the time difference. During the project, I saw a lot of appointments that had been scheduled at 3 or 4 o’clock in the morning, Quebec time. However, the pace and quality of the appointments has not changed since the beginning. Direct B2B Telemarketing’s professional prospecting resources are backed by ongoing training, 24/7 support and state-of-the-art technology. None of these resources are exhausted by daily travel at peak times. Each employee of Direct B2B Telemarketing works from his or her own workstation, via a secure server. In other words, at any time, from the comfort of their own home or wherever they are on earth. The time difference does not affect the quality of the calls.
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