SOURCE: Harte-Hanks Market Intelligence

June 18, 2008 08:50 ET

Harte-Hanks® Announces a New Prospecting Tool and Lead Delivery System for Technology Companies

Ci Pipeline™ Delivers Highly Qualified Technology Leads in Real-Time Directly to the Seller's Desktop

SAN DIEGO, CA--(Marketwire - June 18, 2008) - Harte-Hanks (NYSE: HHS), a worldwide direct and target marketing company, today announced the release of a new product that aims to shorten sales cycles and reduce sales expenses by delivering technology leads directly to the seller's desktop. The product, Ci Pipeline, identifies potential revenue opportunities for technology sellers as a result of ongoing interviews with thousands of decision-makers conducted daily by Harte-Hanks. These leads are then pushed directly to the seller's inbox for immediate action.

Research indicates that prospecting and qualifying leads are among the activities least-favored by sellers. Frequently, valuable time can be wasted following up on leads that turn cold. Meanwhile, real opportunities in the marketplace are missed because sellers are devoting time to pursuing these false starts. "Sales executives are constantly being challenged to produce greater results while reducing expenses," said Tino Kokkinos, managing director at Harte-Hanks Market Intelligence. "Ci Pipeline speaks directly to that need by allowing sellers to focus on high-value activities such as building relationships and closing business, thereby positively impacting sales productivity."

To develop Ci Pipeline, Harte-Hanks deployed an entirely new approach to collecting market intelligence. Telephone interviews were redesigned to focus on capturing key technology initiatives within the companies surveyed, such as server virtualization, Voice over IP and compliance tracking. Over fifty separate initiatives are tracked and reported in the areas of computer hardware, software, storage, telecommunications, data communications and outsourcing. Once an initiative has been identified, the interview turns quickly to uncovering key information of use to the seller such as decision-maker, timeframe and budget. After undergoing a rigorous quality-control process at Harte-Hanks, an opportunity alert including BANT (budget, authority, need and timing) information is then pushed directly to the seller's inbox.

The goal in creating Ci Pipeline was to identify real opportunities in the marketplace and deliver those to clients as quickly as possible, according to Randy Ilas, vice president of product development at Harte-Hanks Market Intelligence. "There are a lot of companies out there claiming to deliver 'leads' or 'alerts' directly to the desktop," said Ilas. "These sources often clog mailboxes and contribute to ineffective selling because sellers don't know how to use the information to drive more deals. Ci Pipeline stands out from these other sources because the alerts it delivers are based on real opportunities discovered by our ongoing interviews with actual technology buyers, making them highly actionable and extremely valuable to our clients."

"The old adage of time equals money has never been truer than in today's marketplace," says Kokkinos. "By delivering high-quality, actionable intelligence to our clients in real-time, we give them the edge they need to stay one-step ahead of their competition."

More information on Harte-Hanks Ci Pipeline is available at:

About Harte-Hanks

Harte-Hanks is a worldwide direct and targeted marketing company that provides marketing services and shopper advertising opportunities to local, regional, national and international consumer and business-to-business marketers. Visit the Harte-Hanks Web site at or call (800) 456-9748.

Every month the Harte-Hanks market intelligence team completes telephone-based interviews with more than 50,000 information technology (IT) buyers and influencers to build CiTDB, the largest and most in-depth business technology database of its kind. The database monitors installed technology and spending plans at nearly 700,000 business, government and institutional sites in North America, Asia-Pacific, Europe and Latin America that account for the majority of all global IT spending. Recently, the CiTDB has begun collecting enhanced telecommunications content including VOIP, wireless, and mobile computing. This technology content is combined with the tracking of 1.5 million IT decision makers and chief-level executives, allowing CiTDB customers to find their opportunity and to act on it with the right decision maker efficiently and effectively. Visit

This document may contain trademarks that are owned or licensed by Harte-Hanks, Inc. and its subsidiaries, including, without limitation, Harte-Hanks, Ci Pipeline, and other names and marks. All other brand names, product names, or trademarks belong to their respective holders.

Contact Information

  • Media Contact:
    Randy Ilas
    Harte-Hanks Market Intelligence
    (858) 625-4886
    Email Contact