Customer Profile
An international technology leader in automation technology, offering innovations from the field of sensor, control and drive technology.
Challenge
To create and implement a strategy to get best value from a high-cost scarce resource – the specialist technical sales engineers – and at the same time promote a new service into a fresh market.
The latter involved selling consultancy services, as opposed to technical products.
Solution
We scoped, tested and refined an approach to qualifying accounts, contacts and leads, encompassing questions that would underpin both future strategy and tactics. In collaboration, Pilz’s Customer Relationship Management (CRM) system was then adapted to accommodate the data captured.
This was designed to enable a seamless interface with their internal team.
Results
- Forecast return of £50 per £ invested based on actual conversion rates.
- A total of 152 leads qualified by our professional outbound team. 17% related to new consultancy services.
- Machinery safety opportunities uncovered with a revenue value of £3.8m per annum.
