TCI Spotlight: Matt Dickson
Tell us about your experience in lead gen.
I used to work for a major publisher – started in reporting ops and then managed custom content for the B2B technology vertical. Later I moved into client services to manage strategic accounts.
What do you do for TCI Marketing Services (TCI)?
I’m an account manager – which means that I work on acquiring new clients and make sure current clients are happy and their programs are on track.
What made you want to work here?
I noticed the leadership team had so much experience working for my major competitors – yet they’d started something new. I wanted to know what they were up to – what they knew that I didn’t. I signed up as soon as I could.
How has TCI changed since you came on board?
Talk about growth! We’ve doubled the amount of programs we were running when I started a year ago. Simply put: The word has spread – our leads are helping marketers get real ROI.
Nothing beats a network of proven buyers!
What do you like most about TCI?
How quality comes first. By promoting only to vetted B2B buyers we’re able to avoid a lot of problems. The publishing model is simply not the best way to build a high quality database. I guess it might be great sometimes to have your banner on a high-traffic website – but when it comes to driving better leads, nothing beats a network of proven buyers!
And then there’s our return rate…At my old job I saw more than 100-leads returned from a client for a single program. In my year here: zero. That is unprecedented!
What’s your biggest challenge day-to-day?
The hardest thing is getting a prospect to run an initial program. The industry is dominated by publishers and people do what they know. Yet once a company agrees to work with us we have a repeat rate of >90%. They come back because their ROI gets better.
What are you excited about for the future of TCI?
I am excited for some of the new products and base value offers we are getting ready to release – like Linkedleads. We’re giving marketers options that aren’t available elsewhere. It’s awesome. I can’t wait to see what people think.