Is a rapidly growing BI software company with a strong presence in the APAC, ANZ.
The prime goal for the client was to generate a large number of sales leads in the US, EUR, APAC in order to cater to the swiftly growing sales team. The client used Salesforce.com to manage the sales process; hence another challenge was a timely update of sales information to client’s pipeline report.
The two tasks accomplished by the market research team were:
Collating information related to business from specific websites and generating leads. The challenge here was a timely update of this lead data into the existing pipeline report
Acquiring raw lead lists filled with a number of potential customers. The challenges faced in this task were variable formats, unstructured data, inaccurate information and ineffective leads
The client’s primary concern was to let the sales team concentrate on the sales process rather than updating the lead-data and building the pipeline. They needed the sales team to improve the conversion ratios considerably.
Our team of experienced professionals designed a great strategy and efficient process to generate high-potential leads according to the customer’s business requirements
We initially designed a process which generated leads based on a number of pre-defined parameters. Some of them include the type of industry, geographical location of the company, annual turnover and the core-products of the company. These leads were updated periodically in the clients’ dashboard.
The raw lead lists were customized to have a universal structured format which could be directly imported to the dashboard.
This process ensured that all the Regional sales teams had enough leads in the buffer to reach the conversion ratio targets
Higher efficiency and conversion ratios in the sales process
Enhanced management capabilities of the sales pipeline
Significant cost-savings due to a great cutback in the operational costs
Client had their ROI within a span of 12 months
- by Lead to Market
The prospects are already being serviced by a similar service provider
The thought of signing up via a middleman to few of the prospects is an obstacl
Clients are wary of tying themselves up for another long term contract.
It was challenging to put across our client’s value proposition to their prospects
as the proposition serves effective to prospects who already have an idea of company brand and broad client base.
The client has set up a specific reporting format that was shared on a weekly basis.
Giving thorough attention to candidates in the billing stage
Step by step handling of the candidates according to the stages they are in prior to closing.
Building a strong pipeline by visiting prospects and getting in touch with them.
A thorough research of the prospects in order to know when their current contracts end so that we stand a chance to secure them as our customer for the next cycle.
To Ensure at-least 4 closes per resource per month.
To make sure that there are enough prospects in the preliminary stages to close.
The initial days of training and first 2 months yielded fewer prospects.
Lead to Market started closing at least 4 deals per resource per month from month 3 and onwards.
It took the needed time to build up the required pipeline and for the resources to gain the required knowledge to comfortably deliver
This Client is a leading Israeli provider of security devices for homes and businesses and operates across the globe
This was Lead to Market’s first engagement in inbound technical support with the company. Lead to Market has extensive experience working with Israeli clients and lead generation in Israel
Our client provided a diverse range of security devices, hence training the resources on the Lead to Market end was a major challenge. Technical support staff answering the inbound calls and support tickets had to be:
Technically proficient in a variety of products.
Experienced enough to fix installer’s issues over the phone, and to answer complex technical queries capably.
All this was to be done in an economical manner within the client’s expected budget. Lead to Market was tasked with providing the infrastructure, as well as recruiting and managing the technical savvy staff, and the client provided the remote and on-site training.
Our client provided remote training and flew in their own support personnel to train the Lead to Market team and this helped our staff to learn the intricacies of the product to handle the calls confidently.
The Lead to Market team, based out of the Bangalore center, was provided with the required infrastructure from hardware to software, IVR, phone lines, CRM programs and backup emergency generator.
The team structure and training centered around providing a streamlined solution to represent our client in the designated hours and shifts, to maximize productivity and delivery.
The team leader and project manager would provide live, daily and weekly reporting to the client.
Our client wanted an inbound technical support help desk to handle the technical queries and issues faced by their installers in the Australian geography.
Lead to Market set up the plan and strategic road map to implement the back office services project as follows:
Lead to Market had a proficient team leader and an additional inside sales agent on the bench with vast experience with the Australian market.
In addition a number of technical support resources were recruited by Lead to Market’s HR to join the team following confirmation interviews with the client Lead to Market had a proficient team leader and an additional inside sales agent on the bench with vast experience with the Australian market.In addition a number of technical support resources were recruited by Lead to Market’s HR to join the team following confirmation interviews with the client.
The entire team had previous BPO experience in IT related projects and this made it easy for them to onboard the new operation successfully.
Lead to Market clearly had the plan in place to provide a cost effective solution for the client in order for them to make the best out of this long term strategic partnership. The Israeli company received a total solution at a fraction of the cost it would have to bare with an in-house Israel solution or Australian based solution.
The main objective of the team is to provide level 1 support the thousands of security systems installers in Australia.
The team was trained to take inbound calls from these installers in order to provide support for software and hardware aspects of the product..
The team would ensure that if an installer calls to know the step by step procedure of installing equipment like panels and detectors, they would help them do so in a smooth manner.
The team was also trained to help installers to upgrade the software.
In addition to the technical support aspects, the team would preempt and contact the installers to book repeat orders and over a period of time this became a new revenue stream.
In the event of our team being unable to assist the installers, then a ticket would be raised and escalated to our client’s helpdesk.
The technical support and inside sales operation has been running successfully for the past year and a half
the Lead to Market team has been able to consistently meet and exceed our client’s SLAs
