The Client

As a Fortune 100 company, they invent and manufacture technologies to address some of the world’s toughest challenges initiated by revolutionary macrotrends in science, technology and society. They create solutions to improve the quality of life of people around the globe: generating clean, healthy energy – and using it more efficiently through a variety of products and markets.

The Challenge

As the company makes the shift to a more modern sales and marketing practices, they looked at three key areas the departments needed guidance on meet their goals:

  • Improve cost of sales and marketing program investment to income outcome.
  • Inadequate revenue accountabilities for marketing and sales leaders.
  • Optimize sales and marketing technology platform investment through global uniform business process framework.

The Solution

The company reached out to Televerde to conduct an assessment on their engagement strategy. The Televerde team would provide onsite workshops that deliver the findings and best practices for implementing:

  • Establish ROMI metrics – align marketing spend and program goals to sales revenue attainment.
  • Operationalize and drive sales and marketing tactical programs to income outcome.
  • Identify sales and marketing transformational leaders by LOB; establish joint accountabilities (revenue, metrics).
  • Establish lead to revenue conversion metrics (and pipeline quality, velocity, ROI) by LOB.
  • Establish a uniform marketing campaign execution strategy framework for LOB leaders to improve technology adoption, impact customer retention and new revenue growth by target markets.

 

The Results

  • Provided four line of businesses with strategic consulting around their engagement model, sales and marketing alignment.
  • Supplied sales and marketing integrated operational managed services for 12 months.
  • Proofed an integrated marketing campaign to target campaign for two line of businesses.
  • Inbound responders from new website resulted in 20% uplift to lead conversion rates.
  • Content framework and integration of CRM with marketing automation resulted in 30% increase of close-rate.

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