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« 2012 Winner: Mari Anne Vanella, The Vanella Group | Main | 2012 Winner: Pelin Wood Thorogood, Schulman+Thorogood Group »

March 30, 2012

2012 Winner: Jenny Vance, LeadJen, LLC

Jenny-vance-200Company: LeadJen
Years in Business: 8

Nominee's achievements:

Jenny Vance is founder and president of LeadJen, a B2B lead generation company that uses unparalleled data and insight to drive prospect interactions that convert to sales. She has built a committed team and proven, repeatable process that benefit clients targeting industries including healthcare, manufacturing, retail, financial services, life sciences and high tech. In 2011, LeadJen increased revenue bookings from new and renewing customers by 30 percent compared to 2010, and is experiencing its strongest 1st quarter in company history.

To keep up with demand, LeadJen doubled it's workforce in 2011 and plans to hire 10 to 20 lead generation professionals in 2012. Jenny actively recruits employees that need flexible schedules. This includes mothers with children at home who have strong business acumen, want to stay active in the workplace and earn a competitive income, but who also need a flexible schedule.LeadJen offers both part- and full-time positions with benefits.

Jenny has been recognized as one of the 50 Most Influential People in Sales Lead Management by SLMA (2010-2011), 20 Women to Watch in Sales Lead Management by SLMA (2011) and 40 Under 40 by the Indianapolis Business Journal (2011).

Nominee’s achievement in the field of sales lead management:

    LeadJen is a B2B lead generation company that uses unparalleled data and insight to drive prospect interactions that convert to sales.

    Lead by Founder and President Jenny Vance, the company invests in individuals with high business acumen who formerly worked at an executive level. The dedicated team approach allows LeadJen employees to work closely with a client over multiple years, learn their business well and grow in partnership with them. 

    Jenny has taken a commodity industry and added tangible value for clients. In head to head comparisons with competitors, LeadJen is able to drive significantly more valuable in a fraction of the time.

    This is due to:    Jenny's investment and role in creating the industry's best technology.

    Jenny has invested in the development of Jesubi, a technology that enables reps to maximize their time and gather/organize information that can be shared with clients to optimize marketing efforts. When LeadJen first adopted the Jesubi technology to track and analyze the results of prospecting call interactions, productivity increased 200 percent, going from 7.2 hourly touches to 17 touches per hour within the first 30 days. In addition, the typical LeadJen campaign yields 25 percent greater productivity beyond appointment setting by delivering market intelligence. This type of actionable information typically is not available through competitors, that use call down lists, farmed databases or pay-for-performance compensation.   

    Jenny's continual innovation. As the use of social media grew, Jenny saw an opportunity to capitalized on the untapped demand and point-in-time needs that are discussed on these networks daily. One study that LeadJen conducted for a client that makes medical devices for a particular kind of hysterectomy found an average of 914 daily instances in which women are requesting information the company can provide.

    LeadJen is innovative in its application of its lead generation model to solve challenges for clients that are not typically solved through lead generation.

    Two examples include:   

    Scale Computing was formed in 2007 to create enterprise-class data storage solutions for small and medium-sized companies. Competing with the likes of Dell and Hewlett-Packard, Scale Computing co-founder and CEO, Jeff Ready, knew that in order to raise the capital needed for a market launch, he'd first have to build a sales pipeline. LeadJen implemented a targeted lead generation program supported by experienced sales professionals and a technology platform that enabled the company to optimize the effort.

    Starting from a baseline of zero sales, LeadJen built Scale Computing's sales pipeline to $2 million in just a year, and generated $500,000 in sales (half of which are directly attributed to LeadJen's efforts). This positioned Scale Computing for a $5 million Series A funding round from Blue Chip Venture Company, Spring Mill Venture Partners, CID Equity and State of Indiana 21st Century Fund. Within the next year, Scale Computing had two additional funding rounds valued at a total of $26 million and has plans to triple its staff by 2013. The company was named a Forbes Most Promising Company in 2009 and 2011.   

    LeadJen launched a new practice area that helps clients identify and develop sales leads on social media channels, such as LinkedIn, Facebook and Twitter. LeadJen's social media response solution turns on its ear the practice of posting content and hoping that people will engage with the brand. LeadJen actively monitors keywords and phrases on social networks for customers and then responds directly with content in a timely and appropriate manner to create new sales opportunities and build customer loyalty.

      Professional Boards:

      Indiana Chapter President, (AA-ISP) American Association of Inside Sales Professionals  Entrepreneurs Organization, Indiana Chapter Incoming Learning Chair, Forum Moderator

      Charitable Boards:

      • 2012 Indianapolis Super Bowl Host Committee - NFL Fitness and Football Committee 
      • Board of Directors, Lutheran High School of Indianapolis

      Authorship (articles or books):

      Jenny is frequently interviewed as a lead generation expert, and has contributed articles in publications including B2B, DemandGen, Indianapolis Business Journal and iMedia Connections.    Links for a sampling of articles featuring Jenny include:   

      • http://www.demandgenreport.com/archives/demanding-views/1082-listening-for-leads-3-key-conversations-on-social-networks-.html   
      • http://www.destinationcrm.com/Articles/CRM-News/Daily-News/LeadJen-Launches-Social-Lead-Generation-Solution-78010.aspx   
      • http://www.imediaconnection.com/content/30113.asp   
      • http://www.insideindianabusiness.com/contributors.asp?ID=2174   
      • http://www.marketingvox.com/techshot-hopes-to-monetize-value-in-shotcom-url-050411/   
      • http://www.business2community.com/b2b-perspective/thinking-about-slowing-down-in-december-not-so-fast-prospecting-in-december-will-kick-start-your-year-094581   
      • http://blog.eonetwork.org/2011/11/five-early-new-years-resolutions-for-entrepreneurs/


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