DRIVING REVENUES AND ONGOING NEW BUSINESS INTO THE SALES PIPELINE

When Orchestria, the leading innovator of solutions designed to provide real-time visibility and control of all electronic communications, sought to improve their market awareness and build a sales pipeline in the world key Financial Services markets, ELEVATE delivered - by implementing flawless CRM processes and generating an ongoing flow of qualified leads to drive increases revenues that could be tracked and optimized.

CHALLENGE

Orchestria needed to implement a go-to-market strategy quickly and effectively in order to generate new business opportunities and, ultimately, revenue. They were unsure of their precise target market and had limited data to draw upon in order to contact the targets they chose.

Orchestria also lacked visibility of the campaigns they executed and struggled to draw factual conclusions as to which outreaches were proving successful and which were not. They had discussed many different solutions internally but did not know how to implement all of the different components they thought they would require to create a model that really worked for all key stakeholders, and one that would drive tangible new revenues for the business.

ELEVATE’s challenge was to analyze the best processes and systems to collate and source data, implement campaigns, generate and track leads to add to the bottom line of the business.

SOLUTION

ELEVATE worked with Orchestria to develop a bespoke, end-to-end solution to meet their demanding and business-critical needs. They brought together all of Orchestria’s existing data from disparate sources such as Excel and Outlook and validated it to identify gaps and duplication. ELEVATE recommended the adoption of a proven data management tool as a crucial element in the success of this project to ensure the efficient housing of all sales and marketing data and intelligence, to drive analytics and statistics from all campaigns and to nurture leads through every stage of the pipeline.

The solution comprised of:

• Development and implementation of Salesforce.com.
• Anlaysis and gap fill of key marketing and sales data for 5,000 decision maker contacts.
• Lead generation outreach to identify business opportunities for Orchestria and drive them into the sales pipeline.
• Ongoing training, systems and reports to ensure that all users and stakeholders were aligned with best practices and were reaping the benefits and visibility they required from all activity.

RESULTS

Orchestrias expectations of this new way of working were far exceeded. They gained a state-of-the-art CRM tool tuned to their precise needs and benefited from training and administration assistance that has allowed them to take over the running of their system in the long term. The quality of the system and processes set up has given them powerful reporting functions and much improved management visibility.

Crucially, ELEVATE’s lead generation activity gave a significant and immediate boost to their sales team’s pipeline, resulting in an impetus and momentum which has brought the revenues they needed much more quickly and efficiently than they had expected or would have been able to achieve internally.

The evidence:

• A CRM system to house, maintain, track and analyze every stage of the marketing and sales cycle.
• A complete and highly accurate target market database of contact data exceding 5000 executives and their reporting lines.
• An ongoing flow of qualified leads into the sales pipeline for the sales team to focus on.
• Constantly generated new revenue streams through lead generation and nurturing.

Click here to download this case study.