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Challenges
No common sales & marketing process
Undefined KPIs and measurement points
Fragmented system environment
System support for inbound lead generation
Difficult to measure marketing efforts
Limited and modern CRM system
SYSTEM
Upsales MA/CRM
HEADQUARTERS
Linköping
NUMBER OF EMPLOYEES
50
OBSERVATION
60 million SEK
INDUSTRY
IoT Internet of Things
TARGET GROUP
B2B
PROCESS
Identify and define processes that create opportunities for long-term sustainable growth. Through a joint effort between sales, marketing and management, we developed a common definition and process from unknown visitor to completed deal.
TECHNOLOGY
System - data inventory and functional analysis as a basis for decision-making for a new CRM/MA system. We mapped together the current system environment and to create a roadmap of which systems needed to be replaced to support sales and marketing needs for increased lead generation.
HUMAN
Creating an understanding of skills development and drivers for change. Systems should support users to generate more leads and business. Choosing a system is as much about having the right functionality as it is about supporting employees to be more effective in their work with customers.
Sales & Marketing Process
Common SMarketing process with defined metrics and handover processes
Increase
of identified market leads generated from integrated webinar solution
Implemented
MA/CRM systems based on user requirements for usability and functionality
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