Corporate Overview
Contact Center Service Assurance Solutions
www.empirix.com

Through testing and management solutions that emulate the actions of “real” customers, Empirix helps you optimize your contact center self-service applications. Unlike manual testing, automated power testing allows contact centers to generate hundreds, or even thousands, of actual test calls to thoroughly test new or modified voice and data applications. After deployment, our solutions proactively monitor the performance of critical customer applications. You benefit from improved customer and agent satisfaction and lower application development and maintenance costs.

Products
Hammer On Call, Call Master, Voice Watch OneSight Performance Monitoring
VoIP testing, Cisco ICM performance Monitoring, e-test web testing suite

Background
The Empirix sales organization is comprised of both an inside and outside sales team that manages sales opportunities in geographical sales territories throughout the United States. Empirix sought the prospecting services of Dealbuilders for the purpose of contacting senior executives, and the especially hard to reach individuals that manage contact center technology and operations for the leading companies in the following industries: financial services, insurance, healthcare services, cable system operators, public utilities, and telecommunications services providers.

DealBuilders Role
Leveraging its previous sales experience selling call center solutions for Nice Systems and Dictaphone Corporation, Dealbuilders makes calls to prospects that make decisions to purchase call center technologies for their company.

During the initial planning phase of the engagement with Empirix, a ‘master’ prospect target account list was created for each individual inside and outside sales rep territory throughout the United States. The Empirix target prospect list was categorized by industry verticals that included; retail banks, investment banks, insurance companies, healthcare services providers, telecommunications companies, cable system operators, public service utilities, and government agencies.

Representing Empirix, Dealbuilders makes sales calls to prospects for the purpose of scheduling meetings on behalf of the Empirix inside and outside sales team. The scheduled meetings are a combination of conference calls and in-person meetings. Dealbuilders participates in the scheduled conference calls for purposes of establishing the call agenda, and to properly transition the prospect over to the Empirix sales representative. For in-person meetings, Dealbuilders coordinates the calendars between the prospect and the Empirix outside sales representative, including the confirmation of all conference calls and in-person meetings.

Dealbuilders holds weekly scheduled conference calls with each Empirix sales representative and conducts a weekly prospect account and territory review. The ‘master’ prospect activity report is forwarded to the Empirix sales management team each week to provide updates on select accounts across all territories.

Results
For 20 consecutive months, Dealbuilders has successfully developed and average of eight new qualified prospects each month for Empirix. Since starting with Empirix in November 2003, DealBuilders has scheduled over 185 sales meetings on behalf of the Empirix sales organization. The outcome of calls made to targeted prospects thus far has closed more than $3.5 million in new business within several key accounts including: QVC, Bank of New York, Guardian Life, MetLife, Bell South, Qwest, AT&T, and AIG.