Background

As part of Oracle's Partner Programme the organisation teamed up with specialist MES solution provider Mestec and hardware supplier Sun Microsystems to undertake a Business Development programme aimed at the discrete Manufacturing sector.

Omnisity were commissioned to develop an integrated Sales Pipeline Generation programme with the following objectives:

• To understand key drivers for MES sale in Aerospace and Defence Sector
• To create immediate sales opportunities for MES and Oracle seats
• To establish a pipeline of medium term opportunities for nurturing
• To promote the three brands to key manufacturing and financial decision makers
• To achieve a minimum of fifteen sales appointments

Business Development

• I nitial data universe refined to 784 contacts across three functional areas with relevant responsibilities and infrastructure.
• 245 contacts (31%) agreed to stage one of the process
• 87 (11%) contacts engaged with the complete process
• Programme resulted in 50 'A' grade qualified opportunities being generated.