High-end Systems Integrator

Challenge:  The sales organization was not meeting goals in a critical vertical market.  Very limited operations and marketing resources were available.

Solution:   Integrate, merge and analyze internal data from multiple sales and operations and external marketing sources.

Outcome:   A portable PC/EXCEL-based,  customer prioritized database that substantially improved sales closure rate without additional resources.

Challenge:  A sales call center closed too few leads and hit a plateau.  Sales operations' limited budget precluded any additional personnel or data content resources.

Solution:   Apply a data governance and in-formation QC process.  Model and create a customer profiling system, compatible with an auto-dialing.  

Outcome:   Reduced system data content requirements by 80%. Doubled monthly new client capture in less than six weeks .

Challenge:  Sales operations reached a plateau as product and price competition grew exponentially.

Solution:   Determine a more precise targeting method and strategy.  Evaluate geo- and ver-tical market segment performance.  Design new metrics (KPIs) with which to measure trends. 

Outcome:   A new, revised sales strategy that tripled the direct marketing response.  Revo-lutionized the sales lead prospecting process.

Challenge:  Confusion arose with measurement and trends reported by the customer churn and new business development reporting systems.

Solution:   Improve and correct customer hierarchy structures and life cycle errors in the sales, finance and fulfilment databases. 

Outcome:   New and revised sales strategy that tripled direct marketing response rates and revolutionized the sales lead prospecting pro-cess in one firm.  Developed a new "defend," "extend" and "develop" sales strategy in the other.