CASE STUDY RESULTS
partners in value generation TM
cƒMAX real-time customer action recommendations for the sales force:
Typical Users Convert Leads Retain Customers Nurture Accounts
• B2B An $8 billion retailer wanted A Fortune 500 B2B retailer A Fortune 500 Key Accounts
to better target custom- rolled out the timing model program needed to achieve
• Fast transaction, ers who had placed one or across seven business significant sales increase
shorter sales cycle two orders, and encourage segments and 2,000 account and move “next tier” ac-
multiple purchases for the managers over a four-year counts into the program.
• Multi-channel sales:
small and medium business period as part of its internal But they did not know how
field, inside, call
segment. Several models CRM system. these customers were buy-
were developed to identify ing across the entire product
• Multiple product lines customers with the most Result: Incremental sales set, drivers of growth or what
future potential. Targeted of $120M were generated investment was made or
• Minimum several outbound calling was initi- during a phased rollout, with required of sales resources.
dozen sales reps ated to customers who had $150M projected annually.
not placed subsequent This represented an ap- Our models identified cus-
• Minimum 1 year of orders within the crucial proximate 15% incremental tomers with greatest growth
sales data expected time period. sales increase from a highly potential, expected mix
vulnerable customer base of products and services,
Result: Incremental sales, that was in danger of being and resources to maintain
If your sales environment does not average order size, first- lost. above-average growth and
fit this exactly, contact our team time buyer conversion and achieve sales targets.
to explore how we can apply our
quotes generation were all
methods to meet your needs.
substantially higher for the Result: Double-digit incre-
“pilot sales reps” than the mental revenue gain over
“control group” that conduct- the next 12 months from
ed business as usual. customers who were already
in the top 15% of revenue
the prior year.
We make CRM smarter:
How will our solutions
work for you? Contact: “It’s amazing how accurate the
predictions are. It gives us a lot of
email@example.com confidence to approach customers
and be proactive – that’s dollars
(847) 637-0359 begging to be taken.”
www.valgen.com - Director of Sales, Advanced Technologies
Group, Fortune 500
Predictive analytics tools for sales.
CASE STUDY RESULTS Designed with salespeople,
sƒMAX proactive planning action recommendations for sales managers:
Balance Accounts Manage Transitions Provide Coverage Sales Managers Say:
A major retailer tradition- A 2K-strong sales force A technology retailer invest- “This stuff works.
ally created a book for retailer was transitioning ed in field, specialist and Once you get a taste
new reps through a mix of accounts “after the fact,” partner campaigns without for how predictive
prospects, inactive custom- determining where the a view into which customers analytics makes your
ers and “leftovers” from account should go based were most likely to respond. life easier and delivers
other account reps. Sales on a new rep’s past perfor- By standardizing customer results, you’ll never be
management wanted to mance, not with expected revenue against tiers of without it!”
test a different approach to load of new assignments. coverage, incremental
- Sales Manager, $1 Billion Small Business
bring better success to new About half of the accounts benchmarks were estab- Division of High Tech Retailer
reps. Distinct factors were declined during the transi- lished and incorporated into
identified and modeled to tion delay. The solution investment decisions.
assess predicted future identified future growth,
value, and actions were created a scoring system Result: Due to well-aligned
recommended to improve based on new workload targeting, partner market-
the rules. scenarios, and paired ing funding and close ratio
customers with reps who for advanced technology
Result: Reps that obtained could likely grow the services increased by over
a more balanced portfolio accounts. 15%.
due to the revised rules
recorded higher sales Result: When reassign- Learn more at
growth than the previous ing according to sƒmove www.valgen.com
legacy-based allocation models, one-year gains
method. of +35% were achieved
versus -10% loss for “status
We want to make
life easier for more
and bring real results