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The global business has clear visibility into their partner network with smart lead management

Industry

Global IT

Challenge

Channel Lead Workflows

Solution

Lead Pursuit Visibility

Results

Doubled Partner Close Rates

The Company

Hewlett-Packard (HP) fuels their customers with smart printing processes driving their customers’ operational efficiency, flexibility, and profitability.  With sales partner strategies, HP drives their lead to revenue funnel with urgency. The Lead Assign platform provides visibility to the partner lead journey prompting a competitive lead pursuit culture and eliminating lead management gaps.

Where Lead Assign Came In

Through a series of multi-point integrations, Lead Assign provides HP with lead management capabilities to capture and track leads from its extended global network with advanced business intelligence.

 

“We’ve eliminated the gaps in our lead management for our global operations. Through Lead Assign’s partner strategies, we can drive lead to revenue funnel with urgency.”

Alvin H. – Director Partner Experience, HP

The Goals

  • Ensure leads are routed to the best agents quickly and consistently
  • Create a universally accepted structure to support the many varying sales agencies in different geographical markets
  • Monitor the lead journey to improve sales efficiency 

The Approach

  • Implement a thorough tagging structure to quickly identify the best agents
  • Use Lead Assign’s automated follow up feature to prompt competitive lead pursuit and encourage feedback
  • Used email/SMS notifications, secure access links, and an intuitive page layout to create an easy to use User Interface

The Result

  • 3X increase in agent feedback
  • Partner close rates Doubled!
  • Cut time to first contact by 50%
Graph - Improve Lead Quality - Lead Assign

Improved Lead Velocity

Our enterprise clients , on average, improved speed to lead and within a year, cut time to close in half.

Graph - improve conversion rate - Lead Assign

Lead Quality Closed Loop Feedback

A global enterprise, recognized as the leader in server and print technology, saw a 3x increase in partner-provided lead quality and pursuit data.

Chart - Decreased time to close - Lead Assign

Partner Close Rates Doubled

In one year, an enterprise client, with a product line average order value of $25,000, doubled its partner close rate resulting in eye popping ROI results.

Enhancements

HP manages its leads at a global scale.

You cannot guarantee your channel will adopt new software. That’s why Lead Assign’s platform is designed with the standard tools they already use – a browser, SMS, and email. There is no login required or app to download.

 

Seamless lead distribution via email or SMS maximizes ease of use for your sales network enabling rapid onboarding and go-to-market strategies.

Routing Methodology

HP captures and distributes its inbound leads.

HP routes leads globally, but geographical region doesn’t impact its lead management. Through the elimination of spreadsheets, HP routes thousands of leads instantly to over 960 partners in Europe, Asia, and North America over a period of three months. If a lead is not accepted by an agent, it is routed and offered to the next best suited – and so on until acceptance.

Integration

HP enriches its KPIs with feedback data.

HP responds to their customers with the upmost speed to lead. By encouraging competitive sales culture, HP knows their top-performing channel partners and drives conversion. HP saw an increase of almost 9x conversion percent rate over the course of automation implementation.

They have answers to questions such as “Are my leads getting worked?” More importantly, “Are my leads being worked by the right partner?” With Lead Assign, lead velocity is enhanced through prompting lead pursuit and identifying top-performing agents. No application adoption needed. No friction.

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We’ve eliminated the gaps in our lead management for our global operations. Through Lead Assign’s partner strategies, we can drive lead to revenue funnel with urgency.

Alvin Hung – Director Partner Experience

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