CRM Magnetics revamps IT services company's marketing and sales, boosting pre sales meetings by 200%
Executive Summary:
An IT services company with over 300 employees struggled with unreliable data, disorganized marketing efforts, a lack of automation, unintegrated core systems, and low performance in marketing and presales. CRM Magnetics implemented a comprehensive data integration and system optimization project, resulting in a nearly 200% increase in pre-sales meetings and a 120% rise in marketing-attributed sales.
Introduction:
An IT services company, employing over 300 people, faced significant challenges with incomplete and unreliable data. Their marketing and prospecting efforts lacked cohesion, segmentation, and targeting. Core systems were unintegrated, and their marketing and sales processes were largely manual and inefficient.
Solution:
CRM Magnetics transformed their marketing and sales processes through several key initiatives:
Data Integration and Overhaul: Integrated with a business intelligence tool and conducted a massive data overhaul, ensuring complete, reliable, and comprehensive data.
Lead Scoring Implementation: Developed a lead scoring system to prioritize and target high-potential leads.
Automation Systems: Implemented marketing and sales automation to streamline processes.
Granular Segmentation and Targeting: Enhanced segmentation and targeting to improve marketing efforts.
Lead Handoff Process: Established a standardized marketing lead handoff process to the presales team.
Tracking and Reporting: Introduced granular tracking and reporting systems for detailed performance analysis.
Systems Integration: Integrated all core systems for a cohesive and efficient workflow.
Results:
Lead Handoff: Achieved close to a 300% increase in lead handoff from marketing to the presales team.
Performance Tracking: Provided the executive team with granular performance tracking.
Marketing-Impacted Sales: Increased marketing-impacted sales by approximately 120%.
Presales Meetings: Boosted the number of presales meetings booked by nearly 200%.
Solution:
CRM Magnetics' comprehensive data integration and automation solutions significantly improved the IT services company's marketing and sales performance, resulting in higher lead handoff rates, increased sales, and more efficient presales processes.
