A seller of mobile communications systems has pulled response rates of up to 6% with its first e-mail campaign for an upgraded product.
Since June, XcelleNet, of Atlanta, has spent $10,000 per month on the effort to generate leads for its Afaria software. The firm sends e-mails to more than 7,000 systems administrators and information technology executives at Fortune 2000 companies, said senior product marketing manager Randy Arndt.
Through e-mails and sponsorships of electronic newsletters on three Web sites, XcelleNet has offered prospects a
