Symantec – Outsourced Sales Development Reps (SDR) EMEA

Symantec Enterprise Security Products are now part of Broadcom. The consumer division of Symantec Corp. is now NortonLifeLock Inc. – a standalone company dedicated to consumer cyber safety. Operatix supported Symantec prior to its acquisition.

The Challenge

We needed to find a partner that could strengthen the existing relationship between sales and marketing, win the trust of the sales team and deliver real business value to them – not just appointments and leads but pipeline opportunities and revenue
The partner we worked with needed to have the flexibility and ability to work as an extension of our sales team, sharing the same objectives and responsibilities
We were looking for a pro-active and experienced partner who could suggest improvements on an on-going basis
The partner needed to have experience of and understand IT security sales
It was important the partner could show demonstrable ROI

The Goals

Increase the number of live technology projects in the client’s target end-user database and consolidate programs across the EMEA territory
Convert the sales time spent from opportunity identification to qualification into an active sales process

The Solution

Increase inside sales pipeline across the board
Grow the production of SQLs outside of the clients existing demand generation and inbound response management organization
Increase the volume of MQLs with net new opportunities to feed a growing team of inside sales people at Symantec
Increase conversion rate from MQL to SQL

The Result

increase of SQL’s generated over the past 15 months

conversion rate from MQL to SQL

data records for Symantec’s prospective contact database built and cleansed.

25% increase of SQL’s generated over the past 15months
63% conversion rate from MQL to SQL.
Built and cleansed over 40,000 data records for Symantec’s prospective contact database.

After 6 months, Operatix became one of our most forecastable source of SAL… their disciplined nurturing process supported us in driving productivity and to that extent we saw our cost per SAL reducing every quarter.

Head of Marketing EMEA

Symantec