SOURCE: PointClear

August 23, 2005 12:01 ET

Parlano Fills Sales Pipeline by Outsourcing Lead Generation to PointClear

PointClear's Lead Generation Services Identify and Qualify Sales Opportunities for Enterprise IM Solutions Provider

ATLANTA, GA -- (MARKET WIRE) -- August 23, 2005 -- PointClear LLC (, a leading provider of lead generation outsourcing and sales opportunity management solutions for companies with complex sales processes, today announced that it has helped Parlano, Inc. drive sales through its lead generation and prospect qualification services. Parlano is a leading provider of intelligent enterprise instant messaging (IM) and persistent group chat solutions.

A fast-growing start-up, Parlano decided that outsourcing lead generation processes would be a cost-effective alternative to building an internal inside-sales force. Parlano's flagship MindAlign solutions are sold to financial services firms globally.

"The requirements for launching an effective inside sales operation are significant. From identifying team members, hiring, training and ongoing support to day-to-day management and reporting, the infrastructure required to quickly and successfully launch would have been extremely difficult in our required time frame," said Chris Rechtsteiner, vice president of marketing and communications for Parlano. "PointClear was able to ramp up the program extremely quickly and deliver results immediately. Today, the relationship continues to provide us with qualified prospects who are very interested in our MindAlign solution. PointClear has brought strength and depth of process to our inside sales operations."

According to Rechtsteiner, after going through the initial kickoff with Parlano, PointClear's lead generation team ramped up within two weeks and was ready to begin making calls. In contrast to outsourcing, he estimates that it might have taken more than two months to ramp up a staff internally. Regarding the results of the outsourcing initiative, Rechtsteiner said, "PointClear has paid for itself probably ten times over."

By outsourcing lead generation and prospect qualifying to PointClear, a company's internal resources are able to focus their efforts on closing sales with the most likely prospects instead of trying to identify leads.

"For Parlano, it was clearly a build versus buy decision, and we were able to prove that our outsourcing services drive results," said Dan McDade, president for PointClear. "Our differentiating factor in the marketplace is the quality and experience of our sales teams."

As a lead generation partner, PointClear acts as a seamless extension of its clients' internal resources and processes. To enhance communications between the two companies, Parlano installed its MindAlign group chat software on the PointClear team members' computers, facilitating real-time dialogues and information-sharing. The minute a new business opportunity arises, the teams are in communication and begin managing the opportunity with the appropriate resources.

About Parlano

Parlano is a leading provider of intelligent enterprise instant messaging solutions that improve the visibility of, and access to, people and information. Parlano's MindAlign solutions deliver instant, intelligent and persistent group and topic-based messaging to securely connect employees, customers and partners with the right people, information and context to execute business processes more efficiently. Clients include ABN AMRO, The Royal Bank of Scotland, Standard Chartered Bank and UBS. Parlano supports its customers and partners from its worldwide headquarters in Chicago, Illinois and EMEA headquarters in London.

For more information, please visit or call +1.312.655.8330.

About PointClear

Headquartered in Norcross, GA, PointClear, LLC is a leading provider of lead generation outsourcing and sales opportunity management solutions for companies such as Arrow, Cognos, Dell, Indus, Inovis and Sun. PointClear's expert team of sales and marketing professionals provide detailed lead generation intelligence that: helps companies understand their markets, identifies the most qualified sales opportunities, provides sales teams with ready buyers, and verifies results. PointClear's comprehensive portfolio of outcome-based marketing services includes: building marketing databases, multi-channel prospecting programs, prospect profiling, fulfillment and e-fulfillment, list segmentation, target market intelligence and ROI analysis.

Find out more about outsourcing lead generation processes with PointClear.

Contact Information

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    Kristine Bennett
    Carabiner Communications
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