CenturyLink Business Targeted Accounts Case Study

Objective: Penetrate new enterprise accounts and promote a sales meeting to initiate the lengthy 12-15-month sales cycle. Focus the key differentiator of CenturyLink Business: the ability to customize a network solution.

Approach: We delivered a high-value, personalized experience to an executive-level audience, beginning with an architectural tube containing detailed network maps—of the prospects' networks—developed by CenturyLink Business sales engineers. A hand-written note on the map directed our target to a personalized microsite (via a PURL). Information about the transition program, personal recommendations, and direct access to their Account Manager extended the personal experience.

Highlights:

• "This is the best marketing program I've seen in my 15 years in this business." -CenturyLink sales engineer
• 65% of targets have met with sales
• 27% of all targets are now in the CenturyLink Business pipeline
• ROI trajectory is 8:1…and growing