Case Studies Overseas

I&D is a full-service B2B marketing agency specializing in helping clients in high-tech and niche markets drive leads, growing and realize their exit goals.

We’ve helped hundreds of clients over our 23 years in business. Here are case studies, including examples of successful Telemarketing Lead Generation, Support for New Product Lunch, Cross Boarder Marketing and Sales Development.

Case Studies of Japan Market Entry and Global Expansion

A) Indian Technology Company

Indian Technology Company

A) Indian Technology Company

・Country: India

・Number of Employees: 1,200

・Established: 1997

・Product/Service: Software Technology

・IAD Customer since December 2015

・Project Duration: 6 months

Case Details & Objectives

The Company entered the Japanese market in 2013 through their own Japanese sales workforce, but it did not go well. In December 2015, one of their senior marketing managers from India approached I&D with the objective of establishing a strong telemarketing team in Japan. They visited us to determine synergies.

IAD carefully determined the company`s intentions and goals. Then, we furnished them with a statement of work (SOW).


We put our expertise in setting appointments with potential clients via telemarketing

1. Localization and design of Web microsites in Japanese

2. Localization design and printing of company envelopes

3. Localization design and printing of company brochure.

4. Localization of newsletter

5. Localization of DMs

6. Training of our callers

7. Making lists of target companies

Key Results

Obtained 60 appointments with prospective companies (15%)

B) U.S Technology Company

U.S Technology Company

B) U.S Technology Company

・Country: United State

・Number of Employees: 2,500

・Established: 2000

・Product/Services; Software development & related technologies

・Project Date: April 2017

Case Details & Objectives

Our client had established a business relationship with a Japanese company, following which they had an urgent need to establish a local office in Tokyo. To realize their ambitious expansion plans, they were looking for a professional B2B marketing company with a strong command of English.

After several face-to-face meetings and videoconferences, the company felt confident in our abilities to deliver and chose IAD as their dedicated marketing partner in Japan.

IAD's initial proposal was an innovative one-year agenda, which successfully completed as per schedule. Several other projects have also executed.

Key Results

IAD made a yearly planning as a proposal.
Some of the projects proposed have already been going on.

1. Localization and design of 2 company brochures.

2. News release localization and the distribution to all over Japan.

3. Localization of a landing page in Japanese.

4. Design of a Web microsite.

5. Finding new contacts in several departments of potential companies.

B2B Demand Generation Case Studies in Japan

C) U.S Manufacturing Company

 U.S Manufacturing Company

C) U.S Manufacturing Company

  • ・Country: United State
  • ・Number of Employees: 9,800 (2021)
  • ・Established: 1969
  • ・IAD customer since July 2019.
  • ・Product: A foreign manufacturer of SCM-related equipment. The company boasts the No. 1 market share globally and has been selected as a leader in Gartner's survey.
  • The company offers a wide range of products from automatic identification devices such as scanners and handy terminals to label and RFID printers, self-service kiosks in retail stores, and GPS terminals for temperature control.

Background of IAD's need for telemarketing lead generation

Even though the company boasts the top share of the global market, Japan was an untapped area for the company, and it was necessary to start by developing new prospective customers.

Localization of digital content such as websites takes time and manpower, so marketing activities were conducted by exhibiting at events and placing advertisements. However, inbound marketing alone was not enough to contact the company's target companies.

Challenges before using telemarketing lead generation from IAD

Focusing on the manufacturing, logistics, warehousing, logistics, and medical industries, where many companies use the company's products. The company wanted to contact the top companies in each industry and obtain user cases that would become symbols in Japan. In addition, it was important to develop partners to expand sales. They needed to solve several issues at the same time.

How Telemarketing Lead Nurturing from IAD Helped

To solve the problem, the company outsourced lead generation to IAD, a company with a proven track record in finding contacts at major companies. Over the course of three years, IAD obtained OPT-INs from more than 20 of the top 50 companies in each of the 50 industries.

A pipeline was established to enable information exchange and proposals in all industries.

For more specific projects, we collaborate with System Integrator designated or desired by the target company to make proposals. Based on specific projects, the number of partners was also expanded.The company's name recognition among potential customers and System Integrator that make SCM-related proposals have steadily increased.

Benefits of IAD's Telemarketing Lead Generation

The effectiveness of lead generation is based on the ability to find contacts with executives at major new companies and to obtain OPT-INs from at least 2 out of 10 companies.

In nurturing, it is the ability to listen to the BANT required to determine whether a deal should be passed on to sales.

Lastly, the ability to obtain appointments that lead to meetings. In the company's case, 22 campaigns were conducted over the past three years. The average number of appointments exceeded 10%.

Based on the above results, it is now possible to understand the timing and scope of consideration, as well as the position and personality of the interviewee, before handing the lead to sales.

For the sales representatives, this has led to more efficient activities, as they are able to grasp the status of consideration and bring a proposal from the first visit.

Expectations for IAD

While we have made progress in developing large companies, we have yet to develop a range of small and midsize companies, and partnerships with vendors that have strong ties to these companies are still in the works.

Further target expansion is needed.

In addition, there are many cases in which even those already developed prospects are considering a review after two or three years, so the next step is to continue appropriate follow-up without losing mid- to long-term projects.

The next step is to increase the volume and sophistication of marketing activities.

We hope that IAD will focus on this point and provide us with optimal proposals based on its extensive experience in providing support.

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