$2 million in realized revenue for Eastern Communications.

The client

Eastern Communications works with a large network of dealers and channel partners that buy a wide range of products through Eastern on behalf of major manufacturers such as L3Harris, Tait and Kenwood. Those channel partners manage their own regions and are Eastern's main source of revenue.

What KSG did

• Ran a campaign targeting large public safety agencies in the U.S., including public safety departments at higher education institutions.
• Managed a large nationwide territory and distributed leads to channel partners on Eastern's behalf.
• Used a multichannel approach — email, phone calls and event-based prospecting — to identify decision-makers and gather competitive intelligence.
• Worked directly with Eastern's business development team and local channel partners to arrange in-person meetings from our prospecting.

Results

• 158 opportunities added during a two-year campaign.
• Potential pipeline revenue of more than $10 million.
• Realized revenue of more than $2 million.

Program results supplied by Kensington Sales Group.