Global IT Outsourcing and Consulting Firm

Company Profile:

Software Applications Development and IT Consulting

Project Scope:

Sales Process Implementation/Sales Capabilities Development/Outsourced Sales

Client Challenges:

A leading global IT engineering and consulting firm that focuses on business intelligence and data warehouse technologies with headquarters in Bangalore, India, the client was interested in further establishing its US based operations in the mid-Atlantic region. Before the client could effectively market its services, the company needed to develop a sound sales and business development strategy that would serve as the framework for its US sales operations.

The client partnered with Pipeline Management to:

Design and implement a custom business development strategy;

Set performance standards;

Identify and profile target accounts;

Map out an efficient lead generation/qualification process; and

Develop strategic alliances and other channels.

“The overall goal was to help the client penetrate new accounts and capture and win new business opportunities quickly and cost effectively.”

Project Approach:

Our team collaborated with the client’s executive management team to outline the company’s objectives, goals, capabilities, key differentiators and overall business strategy. Next, we developed a business development strategy that leveraged the client’s unique expertise and past performance to create a competitive advantage. This strategy established an efficient process for proactive prospecting and conversion to opportunities.

We then assisted with the development of new marketing collateral and messaging aligned with the company’s new business development strategy in order to better communicate the client’s core capabilities and key differentiators.

With the strategy and collateral in place, we focused on implementing applications to enhance the selling process. Salesforce.com CRM was selected to provide optimal functionality with virtually no maintenance for a low cost. Salesforce.com enabled the automation of sales processes related to: tracking sales and marketing campaigns; capturing and qualifying leads; measuring sales performance; cleaning up inaccurate data; and managing the sales pipeline.

With the strategy, process, documentation, and tools established, our team designed a lead generation campaign to support the sales process and generate sales leads/appointments. Our team tracked and managed the campaign and converted leads to appointments to increased conversion rates an accelerate the sales process.

Business Impact:

Implemented a results-driven sales process/strategy.

Benchmarked and set key performance indicators to track and measure performance.

Lowered operational cost and increased productivity by implementing a multifunctional CRM.

Increased lead generation by 80%.

Increased pipeline revenue by 65%.