PORTFOLIO

SATO

We have supported the SATO Internet business strategy for several years now and in the process have implemented a number of web-based business process integrations. The latest is the incorporation of a Service Technician's Parts Lookup System that is tightly integrated to their accounting system. This provides a technician, in the field, the ability to look up a part, find out the actual discounted price of that part, and order it in one transaction.

SATO Lead Management

The Background: Prior to system implementation, it took this company 3 weeks to process an incoming lead. Our web-based system cut that time to 72 hours-as well as providing tracking reports on how much business is resulting from leads by campaign.

The Problem: Like many of you, our client spent a lot of money getting leads from their web site, industry magazine ads, Conference and bingo cards. It took them an average of three weeks to get those leads to the sales people. By then, many of the leads were cold and so an expensive resource was going to waste.

The Solution: Our analysts studied the situation and devised an innovative Lead Management System that did the following:

• Collected leads from all sources through a browser window interface.
• Assigned leads to a Regional Manager automatically by providing an email with embedded links so assignment to a sales rep was easy and recorded in the leads data base.
• Notified the appropriate sales rep by email and again embedded links in that email allowed the rep to update the leads data base automatically.
• Reminded the sales rep by email if they didn't close the lead within a few days and provided a link so the updating would be easy.
• Collected lead disposition information in a data base automatically.
• Downloaded the data base into the companies contact management software
• Provided Marketing Effectiveness reports by campaign, by sales rep, by region and by lead source so the company has a running marketing effectiveness measurement.

The Payoff: Best of all, leads are now delivered instantaneously by email and closed within 72 hours. The sales people love it and prospective customers are impressed at how quickly they get a call from the local sales rep. In addition, we are building a data base of interested prospects who welcome future product updates, announcements and news releases.

Compared to some of the CRM solutions available in the market, our approach is available at a very modest cost.

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