Contact Data Setup

 

Data Setup

The project manager is responsible for initiating setup of a contact data list that will be used for a calling campaign. During the client kickoff call, discuss the target account detail parameters to determine if TSL needs to create a contact list or if the client is providing their own.

• For lead guarantee campaigns, we should always pull our own data.
• We should only do client-provided list matching for hourly campaigns with no lead guarantee.

Data list pulls are performed by our India-based team. The main point of contact is Vaibhav Sarate, and Anil will be involved to support and has overall responsibility for QA. Communication should be sent to datarequest@tslmarketing.com to reach the appropriate contacts. As of 2/2021 their hours for list work will be as follows:

 

TSL-Provided: Zoom Data List Request Process

Always pull Zoom or TSL data for lead guarantee campaigns. Do not perform provided account list matching.

1. Review project and determine budget available for data setup and contact purchase. For details on pricing and budget allocations for data setup and data purchase visit the Pricing page here.

2. For lead guarantee campaigns, use an initial data purchase budget of 50-75% of the data budget to start the campaign. If more data is needed to complete the campaign, the remainder of the budget may be used. Translate the initial list budget amount into a volume of contacts that you will be requesting.

3. Confirm the following parameters with the customer:

• Geography: Ideally customer gives entire states. If they cannot, we will need to narrow down using one or more of the following: Area codes, Zip codes, Cities, Metro areas
• Company size
  • Company size - employee count: This is preferred over annual revenue and what TSL should prioritize, but if customer brings up annual revenue requirements we will narrow the targeting based on this as well.
  • Company size - annual revenue:
  • Note: If campaign is priced for mid-market employee count should fall in the 100-1,000 employee range. We can go lower, but should not go higher. Annual revenue maximum is $249 million. We should not place revenue minimums unless customer gives us one they need to use.
• Target Industries
  • If campaign is for basic IT hardware or cloud message we should push for cross-industry and no exclusions.
  • Ask if customer is open to Federal Government, State and Local Government, and Education (K-12 and Higher Education). These are referred to as SLED and FED. These are the most common and acceptable exclusions, but if the customer can take opportunities within these industries we will want to include them; the least number of exclusions is best.
  • If customer has a specialized IT message that is only useful to certain industries or is HIGHLY needed and used in certain industries you can list those to target instead of taking the general cross-industry approach.
• Target Titles of Employees
  • These should be titles of the employees being contacted that feel the daily pain, not of the employees who pay for solutions, or the C-level ultimate decision-makers. For your initial data request, request contacts for Manager and Director-level employees, with emphasis on the Manager level. Check if you get enough contacts with this list. You can expand the list with a secondary list pull including C-level titles if more contacts are needed.

4. Send data request email to datarequest@tslmarketing.com. Use this email template to be sure you provide the required details in your request.

5. Receive email with Preview Data List from the data team. Review for completeness and alignment with the customer/campaign needs.

6. Forward email with list attached to Chris Koslowski with request to approve list purchase.

7. When purchase is approved, open the Clarizen Expense Sheet PO for the contact costs.

8. When Clarizen PO is approved by Finance Director, route the approval from Chris to the data team to finalize the request to purchase.

9. Receive data list and provide instructions to load into CRM.

 

Client-Provided: List Match Data Request Process

Only perform a client-provided list match for hourly campaigns with no lead guarantee.

1. Review project and determine budget available for data setup and contact purchase. For details on pricing and budget allocations for data setup and data purchase visit the Pricing page here.

2. Set customer expectations that we may not be able to get contact/account info for all accounts, but we will for as many as we can match. Obtain from customer, or create on their behalf, a Word or Excel document with list of:

• • Target Account Names
  • Target Titles of Employees: Again, these should be titles of the employees being contacted that feel the daily pain, not of the employees who pay for solutions, or the C-level ultimate decision-makers. Focus on the Manager and Director-level employees, with emphasis on the Manager level.

3. Send data request email to datarequest@tslmarketing.com. Use this email template to be sure you provide the required details in your request. Attach the list document.

4. Receive email with Preview Data List from the data team. Review for completeness and alignment with the customer/campaign needs.

5. Forward email with list attached to Chris Koslowski with request to approve list purchase.

6. When purchase is approved, open the Clarizen Expense Sheet PO for the contact costs.

7. When Clarizen PO is approved by Finance Director, route the approval from Chris to the data team to finalize the request to purchase.

8. Receive data list and provide instructions to load into CRM.

 

2/11/2021 notes and resources to incorporate in above process: