From under 5 % to every third call: how CloudNine reaches IT decision-makers.
CloudNine is an IT service provider for MDM and UEM and prospects IT managers and CEOs in the mid-market. Sales Manager Dimitri Hardt tells how his cold calling changed with Konver.
- Company
- Industry
- IT services, MDM and UEM
- Target group
- IT decision-makers and CEOs, mid-market
- Before
- < 5 %
- of calls became a conversation: 100 calls, four or five real conversations.
- With Konver
- Every 3rd to 5th
- call reaches a decision-maker today.
- Result
- 4-7x
- more conversations with decision-makers, from the same number of calls.
Figures reported by CloudNine from day-to-day use. Result of a single customer project, not a promise of a specific outcome.
Same team, same list. What changed.
The challenge
Most calls ended at the switchboard or on voicemail. Fewer than 5 out of 100 calls became a conversation. That costs not only time but motivation.
- Switchboard instead of decision-maker
- Voicemail instead of conversation
- Team motivation drops
The solution
CloudNine does not call any differently than before. Konver calculates reachability signals for the contacts on the list and assigns one level: high, medium or low. The team works the list by that level instead of top to bottom, on direct dials from 25+ sources instead of through the switchboard.
- Direct dials from 25+ sources, extension instead of switchboard
- High, medium or low: the contacts most likely to pick up first
- Same process, same team
The result
Today CloudNine reaches a decision-maker with every third to fifth call. Same reps, same list, more conversations. And cold calling is fun for the team again.
- From under 5 to 20 to 33 conversations per 100 calls
- Far less idle time per rep
- Motivation back in the team
100 calls. How many conversations?
The rest: switchboard or voicemail.
With Konver25of 100Every third to fifth call: a conversation with the decision-maker.
“For the first time in months, cold calling is fun again.”
“I’m Dimi from CloudNine. We are an IT service provider and mainly approach IT decision-makers and CEOs.
Before Konver, our reach rate was below five percent. A hundred dial attempts, and at the end you had four or five real conversations. The rest was the switchboard, voicemail, or the decision-maker was in a meeting. You can keep that up for a while, but at some point it drains your motivation.
When Konver was shown to me, I was honestly skeptical. The numbers looked good, but you know how that goes.
Then we started with Konver. Today we reach a decision-maker with every third to fifth dial attempt. We don’t call any differently than before. We only call the people who are actually reachable at that moment, on numbers that are correct.
And honestly: for the first time in months, cold calling is fun again.
If you want to reach IT decision-makers, give it a try.”
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