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Challenges
Lack of a defined market process
No system support to measure and automate digital lead generation
Too slow process to identify and qualify leads
No clear KPIs or metrics to identify where in the process the challenges are
Perceived expensive and too advanced CRM against business needs
SYSTEM
Upsales
HEADQUARTERS
Stockholm
NUMBER OF EMPLOYEES
+45
OBSERVATION
58M
INDUSTRY
Automation
TARGET GROUP
B2B
SMarketing
Together with several parts of the company (Sales/Marketing), we identified and mapped the company's goals, existing processes and ways of working, and then built a comprehensive process based on the Leadfront SMarketing blueprint.
DEALING
Leadfront Identified which functionality is prioritized based on objectives and developed process to create a relevant procurement request and invite relevant system vendors to demo based on use-case based on functional and process requirements.
IMPLEMENTATION
We then defined and implemented a common sales and marketing process in the chosen system(Upsales) to ensure a common understanding of what each step of the process is for and what quality the organisation wants to optimise the process.
SMarketing process
Joint and well-defined process between sales and marketing departments
Cost-effective system
Integrated MA & CRM systems within the desired budget framework
KPIs & Metrics
Defined KPIs to track efficiency and challenges in the process
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