Client Success: Lead Generation Sales Tool
Client: A large software firm
Problem: The client maintains both a direct sales force and channel
partners. A new product was being released, and target customer
opportunities from a field and channel perspective were not obvious due
to the complexity and newness of the product. The problem was how to
enable the direct sales and channel sales resources to quickly and
easily identify the top customer prospect opportunities in a convenient
and easily usable manner.
Approach: Build a sales opportunity identification and reporting tool that
could be used by the sales resources to easily identify top customer
revenue opportunities. Blue Rain Marketing datamined gigabytes of
information from the existing customer sales and transaction database,
extracting and analyzing the relevant customer records. Opportunity
identification logic was defined to bucket the records into cogent
clusters. The customer records were then imported into a SQL
database, and a reporting solution was coded based on SQL Reporting
Services.
Results: A user-friendly reporting interface running on top of SQL Server
enabled sales resources to search for top revenue opportunity
customers using criteria such as region, district, customer segment,
and by vertical market to narrow the search scope. Resulting
opportunities were color coded red, yellow, and green based on key
criteria indicating the potential ease of sale for that account. A potential
account revenue estimate was provided based on financial formulas
and logic developed by Blue Rain Marketing.