Sales Development

How CIENCE Generates Leads and Orchestrates Outbound Marketing Campaigns for Yamaha Unified Communications

About Yamaha Unified Communications

Audio and video conferencing solutions from Yamaha, streamline collaboration, and boost productivity wherever people need to speak openly, share freely, and create exceptional things. 

Yamaha’s considered approach to building enterprise-grade microphone systems, conference phones, and video sound bars ensures exceptional audio quality, ease of connectivity, and flexibility for meetings across the table or across the globe. 

Wired and wireless options complement today’s nuanced and hectic business systems. With core tenets of simplicity, clarity, and efficiency, Yamaha brings to unified communications a passion for sound and performance that has been creating excitement and inspiration for more than 130 years.

Greg Mack

Director of North American Sales

Industry

Telecommunications

Website

europe.yamaha.com/en/products/unified_communications/index.html

Challenges & Scope

ICP: Enterprise and Fortune level companies in New York, New Jersey, Pennsylvania and New England.

Product:  Speakers, Microphone Systems, Video Collaboration Tools, Speakerphones, and Accessories.

CIENCE Technologies coordinates the lead generation efforts for Yamaha Unified Communications. After researching appropriate industries and clients, they conduct cold marketing campaigns.

Why CIENCE

“Their in-depth analysis was extremely beneficial for our team.” – Greg Mack, Director of North American Sales.

Yamaha was looking for a firm to help them qualify potential leads from webinars and trade shows that they attend. These events generate thousands of contacts so Yamaha sought out CIENCE to capitalize on those leads and drive ROI beginning in April 2018.

CIENCE conducted research and orchestrated outbound outreach for Yamaha, including cold emails and phone calls. “Their team qualified leads from our events and forwarded potential customers to our internal sales representatives,” says Greg Mack. 

Mack recalls, “Many different questions came up as they were contacting leads, and whenever they were unsure how to respond, they engaged us right away. They were also quick to let us know about leads that we needed to contact.”

Results

Yamaha and CIENCE engaged in weekly video calls to discuss the results. Statistics and trends were shared, including the number of prospects contacted and the types of responses received. “I was impressed by their ability to break down their outreach process,” says Greg Mack, Director of North American Sales. “Also, they always seemed eager to learn more about our business and our end users.”

Yamaha was able to capitalize on the lead generation and outreach efforts that CIENCE conducted, particularly from pre-event and post-event campaigns.

“CIENCE Technologies freed up our sales representatives to focus on communicating with qualified leads,” says Mack. “Using their leads, we’ve been able to connect with a variety of individuals and companies to create business opportunities.”

Frequently Asked Questions

How did CIENCE help Yamaha Unified Communications generate leads?

CIENCE conducted research into appropriate industries and target accounts, then orchestrated outbound campaigns including cold emails and phone calls on behalf of Yamaha Unified Communications. They qualified leads sourced from Yamaha’s webinars and trade show events and forwarded high-potential prospects directly to Yamaha’s internal sales representatives.

What results did Yamaha Unified Communications achieve with CIENCE?

Yamaha Unified Communications was able to capitalize on pre-event and post-event lead generation campaigns, connecting with a variety of individuals and companies to create new business opportunities. CIENCE freed up Yamaha’s sales reps to focus exclusively on communicating with qualified leads rather than cold prospecting.

What was the target audience for CIENCE’s outbound campaigns for Yamaha?

CIENCE’s outreach campaigns targeted enterprise and Fortune-level companies located in New York, New Jersey, Pennsylvania, and New England. The campaigns promoted Yamaha’s unified communications product line, including microphone systems, conference phones, video collaboration tools, speakerphones, and accessories.

Why did Yamaha Unified Communications choose CIENCE as their lead generation partner?

Yamaha sought a firm capable of qualifying large volumes of contacts generated at webinars and trade shows and converting them into actionable sales opportunities. CIENCE’s in-depth analysis, responsive communication, and structured outreach process—including weekly video calls with performance statistics—made them the right fit for Yamaha’s outbound sales development needs.

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