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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