TeleCommunication Systems Success Story

TCS Logo CMYK 01-27-10
The FCC mandated the Commercial Mobile Alert System (CMAS) to be implemented by mobile phone carriers by April, 2012. TCS needed to quickly and effectively reach buyers and influencers at mobile carriers before that date to generate sales prospects. However, like most companies, TCS found it impossible for internal resources to generate enough new content and execute campaigns in time to meet their lead generation objectives.

Project Overview

  • Outbound “blitz” campaign to generate sales leads ahead of FCC mandated deadline
  • Three campaigns per month – two original new white papers plus one webinar – over a four month period
  • Target database of thousands of email addresses and contact data for well-defined buyers and influencers at U.S. mobile telecom carriers
  • 180,000+ emails sent, 0.5% opt out rate
  • Seamless integration of WinGreen Systems Architecture™ and TCS Salesforce CRM

TeleCommunication Systems, Inc. (TCS) is a world leader in reliable and secure mobile communication technology. TCS infrastructure forms the foundation for market leading solutions in E9-1-1, text messaging, commercial location and deployable wireless communications.

The FCC mandated the Commercial Mobile Alert System (CMAS) to be implemented by mobile phone carriers by April, 2012. TCS needed to quickly and effectively reach buyers and influencers at mobile carriers before that date to generate sales prospects. However, like most companies, TCS found it impossible for internal resources to generate enough new content and execute campaigns in time to meet their lead generation objectives. 

To achieve the required volume and cadence of new content and campaigns, TCS engaged WinGreen Marketing Systems to create all content, build and manage a target email database, and execute all campaigns on a rigorous schedule so that TCS could sell to carriers before the FCC deadline. WinGreen proposed and delivered an outbound marketing “blitz” consisting of three email campaigns per month over four months to identify sales prospects and achieve brand awareness.

“The leads generated exceeded expectations and have increased the pipeline for sales. This increase is represented in the 2012 forecast and in the fact that CMAS is about to be the most widely deployed product from TCS.”

-TCS CMAS Product Management

WinGreen Provided Services

  • Rapid setup and customization to achieve aggressive schedule. All campaigns released precisely on schedule
  • Customization, dashboard creation, and seamless integration of WinGreen Systems Architecture into TCS’s existing Salesforce.com
  • Created target email database of thousands of contacts matching TCS’s target prospects
  • WinGreen authored and created two new original white papers per month
  • WinGreen hosted, promoted, and managed logistics for one webinar per month
  • WinGreen created HTML emails, tested for spam filter scoring, and conducted mass email marketing to the target database for each campaign
  • WinGreen created optimized landing pages with registration forms on TCS’s website. Forms are pre-filled with responders’ contact data, yielding 33% improvement in registration rate
  • Lead scoring was applied and leads were auto-distributed in real time to salespeople’s mobile devices, email, and Salesforce.com queues
  • Inbound leads were de-duplicated and resolved against existing contacts. WinGreen managed the target database for data quality and managed opt-outs and email bounces to comply with the U.S. CAN-SPAM Act