Maximising event follow-up with Lead Verifyr

Post-pandemic it’s easy to assume that everything has moved online, but when it comes to B2B, and especially the IT channel, face-to-face events are back in full swing, and they play a significant role in driving meaningful customer experiences and organization success.

According to a survey conducted by Bizzabo in June 2023, 81.7% of event organizers stated that at least half of their B2B events are in person. And most vendors have traditionally spent a large majority of their marketing development funds (MDF) on events for their partners.

Live events are a crucial part of B2B marketing strategies, and 60% of marketing leaders plan to incorporate them into their outreach programmes in the next year.

Although events are seen as an important strategy for lead generation of quality opportunities, organizing events can be resource heavy for both marketing investment and human capital– securing a slot, sponsorship fees, branded merchandise for attendees, travel costs, accommodation, entertainment costs and of course your employee’s time are all considerations to juggle when putting on an event. Against these upfront costs, there is also the constant pressure to demonstrate ROI by not only attracting a lot of attendees, but the right attendees that will convert to revenue.

Pre-event steps to find and engage the right people:

Identifying and engaging relevant prospects is key to increasing not only event attendance but also customer experiences with your brand. Here are some steps you can take pre-event to maximise engagement:

  1. Verify Target Account List: The first step in any successful B2B event marketing strategy is ensuring you are targeting the right accounts. Utilize data-driven techniques and market research to refine your list. This may include analyzing past attendee data, studying your existing customer base, and leveraging industry insights to identify the most relevant accounts. A verified target account list sets the stage for a successful event by ensuring that you are connecting with the businesses most likely to benefit from your offerings.
  2. Identify Buying Committees: It is crucial to identify and engage the entire buying committee for each target account. Research key stakeholders within the organization, including decision-makers, influencers, and gatekeepers. Tailor your pre-event messaging to resonate with each of these personas, addressing their specific pain points and priorities. This approach ensures that your outreach is comprehensive and speaks directly to the needs of all involved parties.
  3. Secure Prospect's Consent: Securing consent pre-event is key to engaging with attendees before the event. This can be done by telemarketing and programmatic campaigns which simultaneously build brand awareness, awareness of the event and allow you to gain attendees consent to be contacted.
  4. Engage Pre-event: Once you have confirmed consent, engaging with prospects before the event is essential to encourage attendance, and confirm face-to-face meetings. Use this opportunity to nurture prospects and educate them on your products and services so they have a strong familiarity with your brand before they arrive at your stand.  

Post-event follow-up with Lead Verifyr

The end of the event does not signal the end of your engagement with attendees. Follow-up after an event is imperative to generate true ROI and convert attendees to valuable customers.

Lead Verifyr by BNZSA is powered by our team of highly trained BDRs and is designed to make your pipeline work harder and is the perfect solution to maximise post-event conversion rates.

Once an event is over, our BDRs will contact the list of attendees who engaged with our client pre-event or at the event itself. By calling on the client’s behalf, our BDRs will be able to verify that the contact information provided is correct. This engagement enables our agents to interact with the prospect on a deeper level, fully understand their motives and needs, and gather insights into buying committees and purchasing processes.

Those contacts who are identified as being a tangible sales opportunity will be invited to a three-way call with both BNZSA’s BDR and a sales representative from the client, using BNZSA’s unique Warm HandoverTM (WHOTM) method.

Clients can then concentrate on opportunities that are more likely to convert to closed won deals rather than losing time and resources following-up with irrelevant contacts.

Lead Verifyr for Events - A Case Study

Campaign Objective:

Verify and identify sales opportunities from a list of 245 leads generated across 39 regions globally from an Integrated Systems event in Q1 provided to us by our client.

What we did:

As the prospects were based across EMEA, we launched BDR support in 5 local native languages – French, Spanish, Portuguese, Italian and English. Any prospects contacted in a non-native language were contacted in English.

BDRs connected with event attendees to verify all contact information, and to understand the prospects’ profiles, their needs, and to identify buying committees and any tangible sales opportunities for our client.

The Results:

Scale sales globally through Channel Partners with Channel Concierge

Channel Concierge by BNZSA, powered by Anteriad, is a centralised, fully integrated Marketing-as-a-Service for your channel partners.

Companies have recently faced strong headwinds in the form of cutbacks and layoffs, but optimism is starting to grow. Companies such as Meta, Microsoft, and Google reported positive revenue growth for Q2 2023 for the first time following consecutive declines that have persisted as far back as Q4 2021.

Whilst the general outlook of the economy might be slowly improving, it is not smooth sailing just yet. Technology companies have been faced with a fall in demand for products and services as the initial surge in demand caused by Covid-19 has now stabilised. As a result of this, many businesses are under pressure to bring in more deals with reduced sales teams, meaning sales via Channel Partners are more important than ever.

Traditionally used as a robust and complementary part of an IT vendor's go-to-market strategy, value added resellers, (VARs) and managed service providers (MSPs) are an invaluable extension to a vendor’s sales team, being a reliable source of both pipeline and sales. But when working with multiple partners how can you ensure the messaging in your outreach is cohesive across different markets?

Creating a well-structured demand generation marketing strategy for your channel partners is critical in maintaining a unified brand image, successfully reaching diverse markets, empowering your partners to become an extension of your sales force, and ultimately increasing brand awareness and product adoption.

Working with an agency that provides a proactive demand generation focused concierge service, rather than a self-service model, not only offers genuine value to partners, but also simplifies and improves oversight into leads and sales generated by your channel partners.

Supporting your Channel Partners

BNZSA's Channel Concierge service is a proactive programme that provides Marketing-as-a-Service and support for your channel partners. With the choice to create bespoke marketing campaigns or choose out of the box packages, you can centralise your partners’ marketing efforts and ensure your partners’ campaigns are always up to date with your latest messaging and products.

Our concierge service is consultative and supports your partners to expand their outreach efforts and boost sales. Each region is supported by an experienced native speaker who will deliver lead generation campaigns that can be enhanced with digital outreach activity.

Partner and audience focus

BNZSA is demand generation focused and each campaign is backed by our data science team who develop tailored account lists that can be targeted in all marketing channels.

Programme Manager

A Programme Manager with extensive experience running multi-channel marketing campaigns will be your main point of contact and will support you and your partners throughout the entire process.

Content excellence

Our in-house design and digital team can create bespoke content for your partners, including landing pages, email nurturing tracks and paid media advertising depending on their needs.

Scale with ease

Our services are available in all regions in EMEA with native language coverage in all key markets, as well as North and South America and many regions in APJ.  There is no limit on the number of markets or concierge resources per market, so you can reach your ideal customers no matter where they are based.

Channel Concierge – A Case Study

The Brief:

What We Did:

The Results:

Identify, engage and close key accounts with BNZSA's Opportunity Finder

It’s a no brainer that sales teams are always going to look for ways to maximise their MQL and SQLs to closed won conversion rates. And as we face further economic uncertainty, it is even more vital for sales and marketing teams to ensure today’s budgets that are heavily scrutinised are invested wisely to secure a solid ROI.  

Despite being a key component for sales pipelines for many years, lead generation is often not as efficient as it could be, leading to a lot of waste. Companies handle leads from multiple agencies which are not accurately qualified. This results in up to 98.5% of pipeline being rejected by sales because it’s not a tangible opportunity.

Optimising your pipeline generation and activation requires applying various strategies along the sales funnel in order to fully engage and convert prospects to opportunities effectively.

This can be hard to get right at every step. It requires sales and marketing teams to firstly be aligned, to have access to quality data, relevant contacts, effective content, and actionable insights. It also often means combining data from various sources.  

Sales and marketing teams are often inundated with all the latest technologies, platforms, and services to facilitate and automate lead generation. Technographic and firmographic segmentation provides top of the funnel insights, but this data is often disjointed or lacks clear insights to aid conversion into actual opportunities. While this data can be valuable, it lacks context and opportunity defining detail.

One key issue is that “lead” is an all-encompassing term that can include everything from a simple opt-in to a Sales Qualified Lead, but using the term lead itself does not necessarily tell you whether it is likely to close or not.

There is a clear gap in the market for a solution that provides insights for an efficient whole funnel solution which maximises pipeline generation, transforming leads to opportunities. To make this a reality, it is necessary to combine data, digital and human interaction to identify credible and qualified opportunities.

BNZSA’s Opportunity Finder

Opportunity Finder by BNZSA is a fully integrated solution, combining some of the most advanced lead generation tools. It is designed to increase sales and marketing effectiveness as we noticed a gap in the market for an end-to-end lead generation engine that converts to closed revenue delivering quantifiable ROI.

Combining data and digital engagement with human outreach, Opportunity Finder is the most effective toolbox to identify real revenue-generation opportunities that have the best possible chance to close.

It provides insights which maximises the impact of campaigns and furthers our understanding of the market and the signals BNZSA is receiving from prospects. This allows companies to supercharge go-to-market strategies and accelerate pipeline faster.

Opportunity Finder is comprised of five key pillars to make sure each lead will move through the sales funnel. Rigorous processes are put into place to efficiently engage, qualify, and most importantly convert leads to closed won opportunities.

Enrich

Build your universe by enhancing your database with as much key information as possible about your target accounts.

Find

Find the right decision makers, identifying buying committees, and strategize how to best land your messaging.

Ignite

Combining intent data with first touch - digital and telemarketing engagement - to filter and segment the audience.

Engage

Deploying the right engagement strategies across the digital and telemarketing toolbelt to connect with decision makers.

Close

Using highly skilled BDRs/SDRs and advanced digital nurture to close the deal or deliver SQLs using our Warm HandoverTM and Sales-as-a-service processes.

Opportunity Finder - A Case Study

BNZSA recently launched an Opportunity Finder for a client – an industry leading recruitment software provider. The objective of the campaign was to generate 100 qualified opportunities and 150 MQLs for the client.

Enrich:

BNZSA’s Data and Decision Science teams combined first and third-party data to enrich the database with information intent data about 4,500 companies. We added firmographics, technographics, key market insights and anything additional that might inform their buying behaviours.

Find:

BNZSA’s team of Data Researchers identified 6,000 contacts that comprised of the Ideal Customer Profile (ICP) from the 4,500 companies. This included various buying influencers as well as the key decision makers.

Ignite:

BNZSA then launched a telemarketing campaign as a first touch to gather consented MQLs and Opt-ins.

Engage:

The consented contacts were passed to the digital marketing team for digital follow-up with email nurturing.

BNZSA implemented two separate email marketing strategies:
1. To nurture MQLs/Opt-ins to try convert to a scheduled meeting
2. To keep converted prospects interested by sending a meeting reminder and additional relevant content before the meeting.

As well as email nurturing, we created a microsite in the local language which acted as a key content hub to educate the prospects and push them through the funnel for conversion. BNZSA was able to drive traffic to this landing page and track the prospects’ behaviour and understand their areas of interest.

The nurtured contacts were then followed up via telephone outreach by BNZSA BDRs with the aim of booking meetings with additional prospects. Once the meeting was booked, the contact was sent custom content and meeting reminders, which lead to a higher meeting attendance rate.

Our BDRs were also able to gain additional contextual insights into purchasing cycles and buying committees through their conversations with decision makers.

Close:

The meetings that were scheduled were executed using BNZSA’s Warm HandoverTM process – a three-way call between BNZSA’s BDR, the prospect and a sales rep from the client.

Results:

BNZSA’s Lead Recyclr: Re-engage sales pipeline and focus on high value opportunities

The challenge faced by sales teams when trying to optimise resources to maximise pipeline 

According to our clients, on average only 1.5% of leads will eventually close, meaning 98.5% of leads are rejected by sales teams at some point along the sales pipeline. But what can cause a lead to drop from the pipeline? Leads can be lost from a sales funnel for a variety of reasons such as:

Although these leads drop out of the pipeline, it does not mean that they are a lost sales opportunity. In most cases, they simply need more nurture throughout the pipeline. Not only will this nurture allow sales teams to identify when a lead is sales ready, it will also provide a deeper understanding of why the lead was closed in the first instance, as well as key insights into buying committees and purchasing cycles which can be used to tailor their future outreach.  

However, BDRs and sales teams often do not have the resources that allow them to nurture or regularly revisit discarded leads to re-engage with them. In-house sales teams are already facing a mounting level of burnout and adding the task of re-engaging with previously discarded leads to workloads will only further amplify this pressure.

To cope with the volume of prospects that need to be processed, sales and marketing teams at vendors often outsource this work to third-party agencies. However, to limit potential brand damage and to help ensure prospects are nurtured up in the right way, picking a specialist agency is a crucial part of the process. To be efficiently nurtured in order to be converted, prospects must be followed up by highly trained and qualified BDRs who intimately understand the problems faced by the prospect and how to appropriately align them with the client’s product or service.   

BNZSA’s Lead Recyclr: Lead Recycling Solution

BNZSA’s Lead Recycling process is driven by its highly trained and specialist BDRs, that are presented to clients as ‘Virtual Teams’. Clients provide BNZSA with a database of leads which have been deemed a lost opportunity at different stages of the pipeline – these leads are then picked up by BNZSA’s BDRs with the express objective of re-engaging the prospect, nurturing them, and pushing them through the sales funnel until they are eventually sales ready.

The leads are analysed using our Decision Science Practice and our InTNT intent data activator, that uses intent data and analytics to determine which leads are more likely to be in market at that time. This will allow the leads to be prioritised for follow up by our agents.

Agents will work to connect with each prospect over the phone, which allow them to determine what obstacles the prospect encountered originally and why they were not considered a viable opportunity at the time. For example, there was an established interest but not in the timeframe required to be qualified as a sales accepted lead (SAL)

By re-engaging the lead, BNZSA BDRs will be able to bring the lead back into the pipeline. Although not all will be sales ready, the nature of BNZSA’s approach, the quality conversations its BDRs have with IT decision makers will help to enrich the database and provide quality insights into buying cycles and buying committees.

Also, by allowing a specialist agency such as BNZSA to concentrate on reviving, nurturing and enriching top of the funnel leads to more ready for follow up with a product specialist or more sales accepted lead, existing client BDR teams can concentrate on opportunities that are perhaps more complex, lucrative and more importantly closer to converting to closed won.

Results:

On average we are able to re-engage and bring 56% of recycled leads back into the funnel. This engagement allows our clients to gain insight into the needs of their prospects and identify why these leads were originally considered a lost opportunity.

Of these re-engaged leads, we are typically able to convert 10-15% of them from a closed opportunity to a sales ready lead, increasing pipeline substantially and re-claiming a vast amount of revenue which otherwise would have been lost.  

Additionally, the conversations held between our BDRs and Decision Makers means we can provide deeper and more comprehensive insights into approximately 60% of the contacts which were not converted. These conversations allow our BDRs to enrich our client’s database with crucial information concerning intent buying signals, continued interest in product or service, need for product or service and buying committees.  

BNZSA’s Lead Recyclr – A Case Study

BNZSA recently completed a lead qualification campaign in the US market for an existing blue chip IT client.

Originally, we had undertaken a lead generation campaign for the same client, producing MQLs and organising telephone appointments for follow up. These leads were then transferred to another third-party agency for follow up.

However, the second agency were not thorough enough in their follow up leading to many of the opportunities we had identified were closed negative. This equated to a lost pipeline worth millions of dollars in revenue for our client.  

But we were confident in the quality of our work, so we took it upon ourselves to implement BNZSA protocols to recycle and revive these leads and complete the follow up ourselves.

We received 62 leads which the second agency had closed negative to investigate why they were closed, with the aim of re-opening the opportunity and re-claiming revenue for our client.

We were able to deliver the following:

BNZSA Spotlight:

Sales teams can often be daunted by the number of old leads that they have that can be recycled, even the best sales teams will struggle to allocate resources to this this activity on top of their regular outreach to new leads. But leads are expensive and marketing budgets need to be spent efficiently.

Leads that have been prematurely closed negative, for whatever reason, can equate to millions in lost potential revenue for a company.

BNZSA’s Lead Recyclr provides the resources sales teams need to recycle old leads and re-engage sales pipeline, so they can concentrate on what they do best – closing deals. Our Virtual Teams of BDRs provide support to in-house sales teams to re-activate leads, bring them back into the funnel and re-claim lost revenue.

Our approach not only generates high quality sales ready leads, but also enriches sales pipelines with detailed insights and understanding of why leads are being closed in the first place, providing a benchmark to analyse future lead generation campaigns.

BNZSA's Lead Verifyr - make your pipeline work harder

The challenge faced by sales and marketing teams

Marketing teams work hard to produce a healthy pipeline of leads for sales teams to nurture. They commission lead gen services from a range of agencies who are able to generate simple opt-ins through to MQLs, with a typical cost of €50-60. However, with thousands of leads coming through monthly and very short timeframes to push these through the pipeline, sales teams can only touch a very small percentage of the pool.

We’ve heard from clients that just 1.5% of this pipeline eventually closes. This means that a marketing spend worth potentially millions of euro is going to waste, simply because the sales teams don’t have the resources to follow up on everything that is delivered.

For a marketing team requesting 20,000 MQLs globally, this would be a total marketing spend of more than €1 million. If we take the 1.5% figure from above, this would equal just 300 converted leads. On that basis, the cost per conversion would be more than €3000, without taking the additional nurture cost of the work done by the sales team into account.  

But why is this happening? Due to time pressure, sales reps likely reach for the best qualified leads with reliable contact information, leaving the rest of the pipeline to one side.

This is completely understandable – our lead qualification team have found that just 15-30% of contacts could be reached on the first attempt and in fact 40-50% took 5+ attempts. Even worse, around 10% of the pipeline turns out to have incorrect phone numbers so cannot be reached at all. Busy sales teams under pressure to meet targets simply don’t have the time or resources to work these contacts.

However, this doesn’t mean that 98.5% of the pipeline is invalid. Lead gen partners have identified a universe that can be activated – the challenge is how to do this.

Our Lead Qualification Process

BNZSA’s lead qualification program picks up all leads that were rejected by sales in the first screening – our clients tell us that this can be up to 98.5% of the pipeline.

Image with percent about lead verifyr

Our Virtual Teams of highly trained BDRs have one single objective: to drive the leads to the next stage of the funnel up until they are ready for sales.

They will work to engage every single contact and organise them into categories based on their contactability and level of engagement. Where contact information is unreliable or out of date, our data team will work to enrich the database and then the agents will follow up and validate the information. Where they are missing information, they will conduct their own desk research to understand how to navigate the target companies and which contacts should be engaged.

Then the BDRs will explore the topics with the prospects in further detail in order to push them along the funnel. If appropriate, we will introduce them into our email nurture tracks to keep them activated with custom content until they are ready for further engagement. Our lead scoring mechanism means we can accelerate leads for follow up if the intent signals are strong.

If the lead is not ready, our BDRs will at least capture market insights like number of users, buying cycles, key decision makers etc.

This means that we’re able to provide more detailed insights into the pipeline that enable your team to prioritise and focus on closing the warmest leads whilst ensuring that they’ll have more coming through for the following quarters. 

The results

Typically, we are able to move around 15% of those reached on the phone along the funnel, warming them up for the next phase of engagement by the client’s sales team. This is a huge improvement on the 1.5% that are sifted through by sales, and already increases the pipeline dramatically.

Furthermore, we can add additional insight to around 60% of the contacts which means that digital teams can appropriately stream them into marketing automation tracks to receive the required nurture.

We’re also able to enrich the 5-10% of the database that sales teams flagged as uncontactable with email addresses, phone numbers or updated employment information so they can be used for future activity.

BNZSA's Lead Qualification Engine - A Case Study

We recently conducted an EMEA wide lead qualification for a client in 7 languages. Our client was receiving up to 10,000 leads per month through content syndication. We were invited to conduct some initial qualification and found the following:

We were able to help the client secure better value for money from their content syndication programme in the following ways:

Conclusion

In conclusion, BNZSA’s lead qualification engine results in better quality MQLs and SQLs which are more likely to engage and enter the sales funnel.

By discounting leads that are not immediately identifiable as a tangible opportunity, sales teams are losing a large part of their potential pipeline. Not every lead generated is immediately going to be a Sales Qualified Lead, but that doesn’t mean that they should be discounted as a revenue-generating opportunity for the future.

Not only is this a waste of potential in itself, but it also compounds since marketing often ends up paying multiple times for the same leads to be generated at a later date since they still sit within the relevant campaign targeting.

Our approach keeps leads in the system to activate them when they do have a concrete project and budget in place. Gradually warming and engaging leads to push them through the sales funnel will help you keep the pipeline active and help you close more deals.

Case study: ABM demand generation - collaboration software and hardware solution

The campaign has been running for six quarters and has delivered more than 200 leads and more than 12 times return on investment. 

The brief

The client asked BNZSA to help support ambitious sales goals for a collaboration software and hardware solution. Due to the relatively low market awareness of the product, the client tasked us with building a demand pipeline within a target list of 120 accounts, and amongst mid- to large enterprises with a large number of collaboration spaces.

The client had field sales representatives ready to receive high value leads and several resellers available to receive lower value / volume leads. 

BNZSA’s job was to provide qualified leads that met the client’s audience parameters and setting appointments to hand-over the leads to the client’s sales team and resellers. 

Our response

We developed a comprehensive database of target customers and decision-makers that matched the client’s requirements and built a repeatable sales engagement model.

BNZSA agents used client-provided assets such as video content, whitepapers, and solution briefs to engage, educate and sell to more than 2,000 accounts.

Critical to our success was making sure that our team fully understood the solution. To this end we installed a demo area in our office and ensured that our team to make sure that had hands on experience using the technology.

Case study: Channel recruitment and activation - global datacenter hardware vendor

We exceeded our customer’s ambitious channel recruitment and activations goals by 20 percent at the end of the first full year. Today we are delivering up to $500,000 of confirmed revenue per month through the resellers we have activated. 

The Brief

Our client asked BNZSA to help it grow its critical power, thermal management, and rack solutions business in EMEA. The client had recently started a new channel incentive program for resellers but had relatively low brand awareness, and most of their resellers were unfamiliar with the rewards program. 

Our task was threefold. To increase brand awareness throughout the EMEA region; recruit new resellers in 10 countries; and re-activate dormant resellers.

Our response

This brief posed a unique challenge because of the breadth of activities we were performing for the client. Success in this program would mean detecting opportunities amongst resellers, building brand awareness, educating prospective resellers on the incentive program, engaging with prospects on the registration process, taking advantage of up-sell and cross-sell opportunities, and regularly follow up with every reseller.

We wanted to ensure that our team lived and breathed the client’s solutions and culture, so the BNZSA team received extensive channel and product-specific sales training.

Starting with a front-line team of four – rising to 10 after six months – we established a distinct work area for the them in our Madrid office. These agents were supported by our data team, quality control team and a dedicated project manager. 

Using a range of data sources and market intelligence, our team identified more than 27,000 people in the target markets and set about establishing relationships with decision-makers in target resellers. Conducting calls in local language the team identified key prospects, product leads, and sales-ready projects. 

Get in touch with us to explore your options for channel recruitment and activation.

Case study: Lead qualification - storage solutions

The primary objective was lead qualification. BNZSA processed over 35,000 leads in 12 months, and identified more than 150 high value, sales ready leads worth more than $25 million.

In addition to processing leads that were created through the marketing campaign, we requalified more than 30,000 leads that had been generated through previous marketing campaigns and routed them in the same way. 

The Brief

One of the most frequent challenges our clients face is that their digitally created leads need some degree of further lead qualification before being sent to sales.

Our client was running an extensive integrated marketing campaign in several EMEA markets for its comprehensive on-premise and hybrid cloud solutions. The campaign included social, publisher, SEM, events and programmatic display leading to a content hub and online form. The target account list comprised of more than 1,000 organisations.

The challenge the client face was that their sales teams could not process the volume of leads being created by the campaign and did not have the resources to filter them all.

Our Response

BNZSA put together a small team and tele-qualified every lead created in the prospect’s native language and routed them appropriately.

The majority required further nurturing – so we pushed those back into the client’s marketing automation platform so that the prospect would receive regular, relevant content from the client.

Other leads were sales-ready but were smaller deals that fell below the minimum size for our client’s sales team commission. These we fed to local resellers and system integrators who were able to close the deals.

Finally, the leads that were fully sales-ready and met the minimum value requirement were shared with specific salespeople. We booked three-way meetings with the prospect and client sales team to ensure the handover process was both personal and effective. The client took responsibility for closing the sale. 

Do reach out if you'd like to learn more about our lead qualification services.

How we set up 100 remote offices in 48 hours with Intel vPro®

In March 2020, we set up over 100 remote offices over the course of a single weekend. Most of our workforce is based in Madrid, Spain, where the Government announced a nationwide state of alarm on a Friday afternoon.

By 8am on Monday morning, we had every single employee up and running from home.

Our founder, Brahim Samhoud, said:

"After seeing the effect of the pandemic in Italy, we monitored the situation to understand the impact if other markets were to close. This meant we had very good visibility on what kind of effort we would need in order to keep on providing leads and opportunities to our clients.

As the situation got worse in Spain, we saw that the stress of travelling to work on public transport started to have a negative effect on employee morale and decided we would start allowing people to work from home. When the situation escalated the next week, we decided to close the offices and send everyone to work at home. We made that decision on the Friday, and by Monday, we had everybody up and running at 8am.

We’re not going to go back to doing 40 hours per week in the office, which is basically obsolete now."

Read the full case study from Intel here.