Unitymedia GmbH was a German cable network operator based in Cologne, which was acquired by the Vodafone Group in 2018. The former company Unitymedia GmbH offered various communication and entertainment services through its broadband cable network. In addition to television and radio programmes, the company has also had Internet and telephone connections in its service portfolio since the early 2000s. Today we support this customer as part of the Vodafone Group.
Following the takeover by Vodafone, Unitymedia GmbH initially faced the problem that ongoing customer projects could not be continued and some were cancelled. Existing customers were holding back with new orders and the acquisition of new customers came to a halt. Our task was to reactivate existing customers on the one hand and to help the company with more new customer projects through lead generation on the other hand.
We created a targeted sales concept for the customer, which was entirely focussed on outbound telephony. A team specifically selected for Unitymedia sold existing customers an upsell package at a business customer rate. At the same time, we took over cold customer acquisition through the telesales team and were able to generate comprehensive sales results very successfully through this channel. We have expanded our professional sales team from 3 employees to 50 tele-account managers within 2½ years.