Case Study on Lead Generation Services for an E-Logistics Company

The Customer

This lead generation services customer is a rapidly growing e-logistics company with a strong presence in the US. The entire transportation management business setup is managed by 100,000 trucks and availed by 2500 customers.

The Challenge

The prime goal for the customer was massive lead generation in order to cater to the swiftly growing sales team. The client used Salesforce.com to manage the sales process; hence another challenge was a timely updating of sales information to Salesforce.com.

The two tasks accomplished by the market research team was

1. Collating information related to business from specific websites and generating leads. The challenge here was a timely updating of these lead data on the Salesforce.com website
2. Acquiring raw lead lists filled with a number of potential customers. The challenges faced in this task were variable formats, unstructured data, inaccurate information and ineffective leads

The client's primary concern was to let the sales team concentrate on the sales process rather than updating the lead-data on the Salesforce.com. They needed the sales team to improve the conversion ratios considerably.

The Solution

Our team of experienced professionals designed a fool-proof and efficient process for lead generation according to the customer's business requirements.

1. We initially designed a lead generation process based on a number of pre-defined parameters. Some of them included the type of industry, geographical location of the company, annual turnover and the core-products of the company. These leads were updated periodically in Salesforce.com
2. The raw lead lists were customized to have a universal structured format which could be directly imported to Salesforce.com

This process ensured that all the Regional sales teams had enough leads in the buffer to reach the conversion ratio targets.

The Results

• Higher efficiency and conversion ratios in the sales process
• Enhanced management capabilities of the sales pipeline
• Significant cost-savings due to a great cutback in the operational costs

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