Centralized Lead Management
- Consolidated lead information from multiple channels into a unified CRM platform.
- Established standardized lead management and sales processes across regions and teams.
The client is a global manufacturing enterprise and a leading provider of solutions across Mobility, Industrial Technology, Consumer Goods, and Energy & Building Technology. With a vast product portfolio and multiple lead generation channels, the organization manages high volumes of customer inquiries originating from internal marketing initiatives as well as third-party agencies across different regions.
Result
25% faster lead allocation
Result
20% faster lead response
Result
45% less manual handling
Challenges
The client's lead management ecosystem was fragmented across multiple systems, channels, and geographies. Different agencies and marketing channels followed separate lead qualification processes and maintained independent sales funnels, making it difficult to establish a consolidated view of prospects and opportunities.
- Lead data distributed across more than three disconnected systems.
- Inconsistent lead categorization and qualification processes across agencies and regions.
- Limited visibility into lead lifecycle and sales funnel performance.
- Difficulty managing leads generated through multiple channels, including email and external partners.
- Lack of a centralized platform to support global sales and marketing operations.
- Requirement to integrate lead management processes with the existing ERP environment after lead conversion.
- Challenges in coordinating activities and communication across distributed sales teams.
Solutions We Provided
Sales & Marketing Process Automation
- Designed and implemented a roadmap for sales and marketing workflow optimization.
- Enabled lead prioritization and activity management to improve sales execution.
Microsoft Teams Integration
- Facilitated seamless lead sharing and collaboration across teams and geographical locations.
- Improved communication between sales and marketing stakeholders.
Email-to-Lead Automation
- Designed and implemented a roadmap for sales and marketing workflow optimization.
- Automated lead creation from Outlook emails.
- Enabled tracking of lead progression through tasks, activities, and planners.
Lead Scoring & Relationship Management
- Implemented lead scoring mechanisms for better qualification and follow-up.
- Centralized customer and contact information under a single view.
- Enhanced stakeholder visibility through LinkedIn integration
Sales Visibility & Forecasting
- Enabled real-time conversation tracking and automated notifications.
- Provided funnel-based forecasting and predictive sales insights.
- Improved visibility into lead progression from inquiry to opportunity
Workflow Automation
- Automated feedback collection and business processes using Microsoft Power Automate.
- Reduced manual effort associated with lead management activities.
Additional Enhancements
- Developed an AI-powered FAQ bot to assist users with routine queries.
- Leveraged Microsoft Power Virtual Agents for task automation and data-entry support.
- Implemented Dynamics 365 Customer Voice and Dynamics 365 Virtual Agent capabilities to enhance customer engagement and self-service experiences.
Technology Stack
Impact
25% faster lead allocation
20% faster lead response
45% less manual handling
