Multinational IT corporation, Dell, initially approached GCL to discuss outsourced telemarketing services. Though it soon became clear there was far more benefit to be gained by incorporating other services into the strategy.

The priority shifted to how they could develop a channel of UK VAR's (Value Added Reseller's), whilst also driving face to face appointments and better understanding their market.

In this case study you'll gain an understanding of:

  • The data requirements that underpinned the development of a reseller network.

  • How GCL prioritised the most valuable leads to book appointments on Dell's behalf. 

  • How the conversations conducted raised awareness of Dell as a leading provider of Datacentre Solutions. 

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