Sun claims to have passed 6,500 qualified leads to its European channel partners over the past seven months through its dedicated telesales campaign.
Launched on 1 October, the pan-European telesales unit was designed to generate leads in the mid-market. Since then, more than 70,000 calls to new customers in the region have been made, according to the server and storage vendor.
Sun outsourced the work to a third-party firm that passes opportunities to Sun’s internal team to qualify. The leads are then passed on to partners depending on their competency and location.
Will Trotman, UK product marketing manager at Sun, said: “We wanted to use the telemarketing campaign as a message to ramp up our involvement in the mid-market.
“The ongoing initiative is an engine that drives three key Sun messages: our Microsoft partnership for supporting operating systems; server and storage virtualisation; and general server and storage refreshes.”
Trotman added that Sun initially planned to increase its focus on the mid-market because it is traditionally known as an enterprise business.
“In our fourth quarter it is great to see there will be some fruitful business ahead,” he said.
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