GPC harnesses the advantage of visibility to their distributed sales network

Customer Overview

Industry

Printing solutions

Challenge

Channel lead workflow

Solution

Lead pursuit visibility

Results

100% Lead acceptance

Graphic Printing Company (GPC) fuels their customers with smart printing processes driving their customers’ operational efficiency, flexibility, and profitability.  Through partner relationship strategies, GPC 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 workflow gaps. 

Enhancements

Lead to revenue quality improvement

GPC provides an end-to-end service experience by their authorized partners

GPC prides themselves in their appropriate responsiveness to potential buyers in a timely manner. Leads are sourced on a global scale and delivered digitally. They discovered that leads generated through social media have the highest conversion rates, while leads generated at tradeshows are considered appropriate for lead nurturing. No matter the strategy, leads are matched with the most appropriate partner in real time.

Routing Methodology

Geographical region doesn’t hinder lead distribution

GPC routes leads globally

Through the elimination of spreadsheets, GSB routed over 7500 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.

Integrations

Encouraging competitive sales culture drives conversion

GPC knows their top-performing channel partners

GPC responds to their customers with the upmost speed to lead. 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. GPC saw an increase of almost 9x conversion % rate over the course of automation implementation.

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