Online Travel Booking Tool for the Corporate Sector
B2B Appointment Setting Services for an Online Travel Booking Software Provider
Background
A provider of online travel booking software approached Toucan to support the launch of its solution into the UK market. The client wanted to introduce its platform to large corporate organisations by engaging with decision makers responsible for arranging business travel.
Toucan delivered appointment setting services to help generate qualified web demonstrations for the client’s Business Development Managers, creating new opportunities with organisations that matched their ideal customer profile.
The Challenge
The client required B2B appointment setting services to secure qualified web demos with businesses spending more than £20,000 on corporate travel each year.
Every appointment needed to be booked against agreed qualification criteria, ensuring the sales team spent time speaking with genuine decision makers who had the authority to review new business travel solutions.
Alongside booking appointments, the client also required detailed feedback from every conversation to help build a strong pipeline of future opportunities.
Our Appointment Setting Campaign
Toucan assigned two experienced sales agents to manage the campaign, providing weekly reporting, regular review calls and ongoing campaign updates throughout the project.
Working as an extension of the client’s sales team, we contacted an average of 300 prospective businesses every week. Each conversation focused on identifying the appropriate decision maker, understanding their current business travel arrangements and introducing the benefits of the client’s online travel booking platform.
As part of our outsourced appointment setting services, every web demonstration was fully qualified before being booked into the Business Development Managers’ diaries. This ensured each meeting met the agreed criteria and provided the client with valuable sales opportunities.
In addition to booking web demos, we gathered useful market intelligence that helped the client better understand its target audience and refine its sales approach as the campaign progressed.
Results
Over the 12 week campaign, Toucan consistently delivered qualified web demonstrations through our appointment setting services UK, helping the client establish a strong presence within the corporate travel sector.
The campaign generated an average of two qualified web demonstrations each week, together with an ongoing pipeline of five additional opportunities for future follow up.
The success of the campaign led to a long term relationship, with the client continuing to work with Toucan for more than two years through a rolling quarterly agreement.
Campaign Summary
Location: Nationwide
Service: Online web demonstrations and B2B appointment setting services
Campaign length: 12 weeks
Campaign cost: £7,500
Hours delivered: 180
Qualified web demonstrations generated: 30
Outcome: Client retained Toucan for more than two years on a rolling quarterly contract.