Filewave, a unified device management and support company, marks 350% ROI from 129 appointments set in 9 months.

About FileWave

A pioneer in multi-platform endpoint management, FileWave® was founded in 1992. Offering a single management solution for apps, devices, and configurations for Mac, Windows, and mobile, FileWave® gives IT the ability to proactively and automatically provision and maintain every device.

FileWave has been a leader for over 30 years in helping the Education market with managing all IT devices in their district.

Their mission is to empower organizations across the globe to organize, manage, and maintain mobile environments for powerful transformations within education and the enterprise. With a solid ethos promoting commitment, courage, focus, openness, and respect, FileWave® believes in these guiding principles to make the IT management industry a better place.

The Challenge

Filewave had a consistent flow of inbound leads from their marketing team, but no internal team to qualify the leads, or to reach out and prospect to new school districts to set meetings for their Account Executives.  They struggled setting meetings with school administrators, and frequently hit walls and weren't following up frequently enough.  Lack of a capable CRM also hindered growth and ability to keep track of leads.

With a robust software offering, as well as a free trial, we knew that sales development and CRM integration would enable them to expand considerably.

The Solution

We created a program utilizing our Sales Development team, reaching out via phone and email, to Filewave’s target school districts, leveraging our specialization in the EdTech industry to set qualified sales appointments for the FileWave Account Executive team.  Bi-monthly meetings coordinated and helped optimize our efforts towards better close rates and qualification methods, resulting in an ongoing partnership to our mutual benefit.

ProSales also oversaw the implementation of HubSpot as their primary CRM to manage leads and marketing efforts, as a CRM is a dire need for any company looking to scale.

Conversion Rate
Dials: 20,000
Conversations: 671
Appointments: 129
Conversion Rate: 23%

Hours Calling Per Appointment
Total SDR Hours: 1271
Appointments: 129
SDR Hours / Appointment: 10.8

ROI
Appointments Set: 129
Average Contract Lifetime Value: $50,000
Cost of ProSales Services: $91,000 over 9 months
Close Rate Low-End Estimate: 5%
Estimated Revenue with a 5% Close Rate - $322,000
ROI:  353%

Services Used

• Sales Development
  Sales Appointment Setting
  Lead Qualification
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