About Spirent

Spirent is a leading global provider of testing, assurance, analytics, and security solutions. From physical and virtual service provider networks and enterprise data centers to mobile communications and connected vehicles, Spirent works with leading innovators to help the world communicate and collaborate faster, better, and more securely to provide a superior user experience.

Executive Summary

Sales Explorers  took responsibility for lead generation activities across Universities and  R&D Institutions that participated in the H2020 program. Sales Explorers, played a role in the following 3 areas Market Understanding, Market Engagement & Sales Enablement.

Solution

As part of the Market Understanding process we performed a preliminary research trying to identify the target audience and building a draft pipeline of a potential hitlists across the following vertical categories 5G (Universities, R&D Institutes and Industry  4.0)

Market Engagement & Sales Enablement:
The suggested model was based on Sales Explorers taking responsibility for lead generation, including but not limited to :

• Outreach to pre-identified target customer accounts to introduce the company and product/value proposition
• Understanding of the customer organization in terms of current infrastructure; mapping of the current CE process and existing suppliers
• Identify potential opportunities for Spirent across the predetermined target accounts mentioned above in the short to medium term
• Positioning of Spirent at the appropriate level in each target organization

Through the above process we will work to identify the ‘low hanging fruit’ opportunities and work towards scheduling conference calls, face to face meetings and demos with the appropriate decision-makers in each account.

Results