Attentec
Attentec (now Aspire AB) faced a major challenge where old fragmented systems in sales and marketing could not support the company's vision of emerging as experts in IoT "Internet Of Things" mainly because data, processes and systems were not integrated with each other. Attentec therefore made a decision to review working methods, processes and which systems would best support a modern marketing and sales organization.
Challenges faced
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No common sales & marketing process
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Undefined KPIs and metrics
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Fragmented system environment
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System support for inbound lead generation
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Difficult to measure marketing efforts
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Limited and modern CRM system
How did we do it?
Process
Identify and define processes that create opportunities for long-term sustainable growth. Through a collaborative effort between sales, marketing, and management, we jointly developed a shared definition and process from unknown visitor to completed deal.
Read more about the serviceTechnology
Systems - data inventory and functional analysis as a basis for a new CRM/MA system. Together, we mapped the current system environment to create a roadmap of which systems needed to be replaced to support sales and marketing needs for increased lead generation.
Human
Create an understanding of skills development and drivers for change. Systems should support users in creating more leads and deals. 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.
Results
Sales & Marketing Process
A shared SMarketing process with defined metrics and handoff procedures.
Increase
in identified marketing leads generated from an integrated webinar solution.
Implemented
MA/CRM system based on user requirements for usability and functionality.
