Tessco – Lead Generation

Case Study

Building B2B Demand Generation

Transforming Marketing From A Cost Center to A Profit Center

Tessco Technologies is a leading value-added supplier of wireless communications products for network infrastructure, site support, fixed and mobile broadband networks. The company has been in the business since 1983 and provided key equipment for America’s second cellular network built that year.

Tessco Technologies is an American firm providing technology solutions to communication companies across various platforms such as wireless internet services/networks, cell phone accessories etc. Tessco began its work towards developing high quality radio frequency devices back in 1981 when it was established by four partners who went on to become industry leaders themselves one day with other firms like Qualcomm Incorporation included among their ranks.

Situation

Value-added services allow distributors to make money while providing consumers with a better experience. Distributors must take their cost centers and turn them into profit centers in order to combat the downward pressure on margins from retailers as well as manufacturers of products sold by the distributor.

Challenge

The challenge we had was to build a marketing agency model that delivered incremental revenue by selling our services while still delivering on lead gen goals.

Impact

The impact of the marketing efforts at the company has been extraordinary. We increased return on investment from negative $2 to positive $7.5 per dollar invested which is why 27% of total revenue was contributed with 9 points in margin improvement over last year's results!

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