From stuffing envelopes to selecting prospects

And from field warrior to field marshal: how Iron Mountain's Regional Sales Manager moved on from hand-to-hand combat and chasing sales to managing new streams of opportunity, thanks to Elateral's Design Hub

Challenges prior to Elateral MSP implementation:

Iron Mountain's Regional Sales Manager is charged with doing all he can to drive revenue for Iron Mountain's Atlantic region. He works with new sales representatives to help them ramp up quickly, and also assists tenured representatives who need a little help to get back on track. In addition, he constantly seeks out creative ways to help his entire team achieve - and exceed - its goals. When he wanted to get some marketing activity to happen, he, as a self-described "field warrior," found himself mail-merging and sitting on his own study floor stuffing envelopes. Painful indeed. No place for a warrior, and no way to use the time of a senior sales executive.

Results of Elateral MSP implementation:

Elateral's DesignHub for Iron Mountain is an online local marketing resource that empowers North America sales, account management, and operations to create, produce and execute high quality marketing campaigns - quickly, easily and cost-effectively. What was previously a time-consuming, frustrating, and unproductive exercise involving chasing down and assembling material at considerable cost is now a matter of just a few clicks from a database of pre-approved, high quality, targeted communications across all media.

Proof of savings:

Let's hear it from the horse's mouth: "I can track over $400,000 in proposed revenue, and 200 opportunities, directly to our activities in Design Hub," reports Iron Mountain's Regional Sales Manager. Harder to track, but just as important, is the renewed motivation of Tony and his team. They're doing what they were trained to do and are paid to do - selling, not stuffing. The impact on Tony's study floor is also, thankfully, reduced.