$55M
in the sales revenue pipeline.
$19M
deals won and closed.
70%SQL
conversion rate.
THE Background
Pulse Secure was formed in 2014 when Juniper Networks sold its Junos Pulse product line to Siris Capital. Pulse Secure’s SaaS solutions for integrated virtual private network (VPN), network access control (NAC) and mobile security solutions enable businesses to offer secure access to their employees via the end users’ own devices.
These solutions help companies make a smooth and secure transition to the Cloud and increase employee productivity while keeping network data protected.
Challenges
- No manpower to continue to educate and retain customers
- Lack of support for Marketo technology platform for prospect development, lead processing, positioning and campaign execution
- Lack of go-to-market strategy to support revenue growth
The Solution
Televerde Services
- Demand Generation
- Lead Development
- Sales Development
- Strategic Planning
- Campaign Management
Televerde’s dedicated team of Lead Development Reps (LDRs) initially focused on the education and retention of Pulse Secure’s current customer base. Once we established communication, the LDRs further expanded the Pulse Secure relationship with their clients through high-value, direct conversations with prospects.
Next, a team of Sales Development Reps (SDRs) were added to assist in qualifying leads, and ultimately, closing the deal. Going beyond demand generation services, Televerde improved the efficiency of the calling and email campaigns with its managed marketing automation services by setting up Marketo and integrating it with Televerde’s proprietary Cloud Connector & Intelesight platforms.
The Results
Through its extended Televerde team, Pulse Secure now has a sophisticated, streamlined process for demand generation and lead qualification. Along the way, Televerde sales development agents were able to use their security market experience to help Pulse Secure grow their existing customer base, enhance their industry credibility and build its new brand in a short period of time.
“Televerde helped us create a strategic sales and marketing plan, and their lead quality exceeded my expectation. I hear from Inside Sales that the leads are much stronger and more qualified. I attribute this to the unbelievable energy of the Televerde reps.” – Mark Craven, VP Sales,
Pulse Secure
