The pressure on companies to transform increases as digitisation progresses – in terms of both processes and technology. B2B customers are behaving more and more like B2C customers: everyone expects the relevant information in the right place and at the right time. Self-service options and permanent availability meet the need for simple contact options and short response times.
Companies that successfully transform their demand generation process in line with changing customer needs are very likely to increase turnover as well as marketing & sales productivity. Which is why insidery has established a dedicated Global Demand Quality Excellence team to make companies successful in terms of lead management through consulting, project and change management. With international expertise and a hands-on mentality, we support companies in more than just mastering the global transformation of their demand generation and lead processes.
Successful companies don’t wait, they take action.
Our long-standing experience in lead management for global companies is the cutting edge for you to revolutionise your company’s lead management processes.
In order to put a positive spin on the customer experience in the demand generation process, to maintain productivity and at the same time achieve the maximum conversion, it’s essential to align marketing and sales processes to bring them into a consistent mode. New business processes must be seamlessly mapped in the IT landscape to achieve this. The change from the ‘old’ to the ‘new’ world has to be strategically guided without affecting the ongoing business. And all this within a time horizon of typically 6 to 24 months. In other words: agile, dynamic and concentrated at the same time.
Are you facing questions like where to start and who to involve? Are you lacking the necessary and experienced resources internally to successfully manage the change? If so, we will be happy to discuss this with you.
Typical questions of our customers
There is no standard definition for leads to which all stakeholders globally feel committed.
The conversion rates from leads to opportunities fail to meet the expectations. What levers are available in the areas of quality, processes or standardisation to change this?
Sales is dissatisfied with the quality of marketing leads. Marketing is unhappy with the sales performance. Which standards and SLAs can improve the commitment on both sides?
How can I measure the success and quality of the lead process?
How can we achieve better planning in the lead process and thus facilitate resource and sales planning?
How can the success of marketing campaigns be tracked on the sales side?
How can I implement change with my current resources without affecting the ongoing business processes?
How can we achieve the highest level of standardisation and automation without compromising the customer experience?
How do I deal with the manual upload of leads from trade fairs and events?
A company-wide, global transformation of the lead process calls for professional change management – integrative and interdisciplinary. To take the lead as an organisation, a professional external partner is the perfect fit for sustainable improvement.
Based on our many years of experience in lead management for global companies (B2B2C), we complement your team with valuable know-how and expertise in collaboration with global, interdisciplinary teams.
As a proactive business partner in the transformation of your lead process, we support and empower you through all phases – from concept creation, through roll-out to the global implementation.
Consulting / Set Up
During the design phase, we advise you on how to adjust your business processes to the new requirements. At the same time, we provide active support in drafting new standards and translating these into specific tools and (IT) processes.
Project Implementation & Piloting
Consulting / Project Management
We are supporting you in the pilot or implementation phase with our many years of experience and expertise in cooperation with international and interdisciplinary teams. This enables us to take over stakeholder communication for specific topics, implement governance standards and train your local marketing teams with regard to new standards and processes.
Another benefit for you is that we work in an agile manner and are able to flexibly ramp up our team in peak times if required. In this way, you can overcome challenges without additional internal head counts, even in phases with extremely high workload.
Consulting / Project Management / Operational Services
Once the transformation of your lead process has been completed in daily operations, we help you manage the operational process and train relevant stakeholders. We also help you close any gaps and guarantee process quality through governance. Our support is always based on your needs and can be integrated permanently or temporarily.
Motivated, agile and focused on change?
If so, our Demand Generation Excellence Team is just what you need to revolutionise the lead management process in your company.
Does your lead process have to be checked, or do you have
any questions about the topic you would like to ask us?