SITUATION UPON ARRIVAL

  • Target of 10 new leads per month, but no plan how to achieve that target
  • Currently 4 new leads per month
  • Focus on reactive selling
  • No proactive lead generation system
  • No sales pipeline
  • Marketing strategy was not efficiently conceived or executed
  • No segmentation of customers
  • Customer rating of 2/5 for marketing “dissatisfied” customer base
  • Very product focussed
  • No sales management function
  • Website was simply a brochure and did not generate any leads
  • No database marketing

 

T.M.C. INTERVENTIONS

Through a very carefully devised and implemented strategic sales and marketing plan we achieved the following within the first year of engagement

  • Key market segment identified and quantified
  • Monthly targeted and tailored communication to each of the various market segments
  • Monthly segment-targeted communicated to specific segments
  • Creation of lead generation and qualification strategy
  • Development of turnover based sales and marketing strategy
  • Establishment of marketing and sales strategy mentoring program
  • Development of key USP’s for the brand to move focus from product to brand
  • Development of world class website as “lead hub”
  • Digital strategy to drive traffic to “lead hub”

 

T.M.C. INTERVENTIONS

  • Implemented monthly customer training (aka relationship building) afternoons
  • Creation of sales acquisition plan to acquire new customers
  • Creation of CRM retention strategy to stop 8% churn rate
  • Creation of win-back strategy to win back customers lost in the past 2 years
  • Development of a “products width expansion” strategy to increase the basket of products we sold to our current customers

 

OUTCOMES

Through these and other interventions we have achieved the following outcomes for our client

  • 450% increase in qualified leads generated in year 1
  • Client rating for “Marketing” up from 2/5 to 5/5 in first year
  • Winner of Endeavor Entrepreneur and winner of the FNB Business Innovations Award 2015
  • Churn rate reduced from 8% to 3.5%

OUTCOMES

Joel Serman receives certificate thanking him for his contribution that helped GreatSoft win the FNB business innovation award for 2015

TMC-case-study-image-1

 

BUT ULTIMATELY, THE ONLY THING THAT MATTERS IS THE BOTTOM LINE

  • 450% increase in qualified leads
  • Win back of 18% of clients lost in the previous 2 years
  • Churn rate reduced by 56% from 8% to 3.5%
  • 68% overall increase in turnover