XTAQ
XTAQ needed to improve its lead generation process and we have invested in email marketing as one of our tools. We use this to drive telesales and have integrated the results with our CRM system, providing a measurable conversion process and an ability to track every expression of interest.
Through this approach our pipeline had grown by 450% since we started to use email marketing with Intellegentia.
This process enables me to see on one screen in the email software how many people received the email, how many opened it and how many clicked through to our website for further information. Integrating this data with our CRM system allows me to report on how many of the leads generated from the email system were contacted by phone, how many are currently within my sales process and how many opportunities are converted into deals.
Working those ratios back, I know how many emails I need to be generating in order to close the requisite number of deals.
Knowing what I need to do to achieve this year’s sales target and how much to budget to generate this was historically a ‘best guess’. This process has taken the guesswork out, and enabled me to justify my list purchase, email marketing and telemarketing budgets to a finite amount.
Using Intellegentia's email marketing services and technology we were able to send unique messages to a targeted set of customers, using only one email broadcast, which in turn led to a reduction in customer acquisition costs of 80% and an increase in bidder activity by over 32%.
