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Real-time lead scoring model drives higher conversion rates for USA-based tech company
The client is a USA-based integrated technology services company delivering industrial engineering, construction and manufacturing solutions across the globe.
The company’s business development efforts are targeted towards building a customer database of high value clients from targeted industry segments. Their marketing efforts were sharply focused on the leads funnel. This funnel contained data flowing in through multiple sources like paid and organic search engine activities, email and social media marketing campaigns, events and exhibitions presence, referrals, etc.
Sales representatives needed to navigate this sea of unstructured leads collected from various sources in different formats. The chaotic database made prioritization difficult and a lot of effort was wasted on pursuing unproductive leads. They were unable to qualify inbound leads and substantially lost their speed-to-lead.
The company partnered with Hitech Analytics to develop a leads scoring model to categorize, rank and prioritize leads in the right way.
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