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TELEQUAL SALES CHANNEL SUPPORT SALES CHANNEL OPTIMIZATION THROUGH CUSTOM TELEQUALIFICATION PROCESS IMPLEMENTATION

OUR PARTNER'S CHALLENGE

A Fortune 500 test and measurement equipment manufacturer came to IntelliSource with declining sales conversion rates within their distribution sales channel. Their lead hand-off process was broken and their customers were not contacted within the standard turnaround times. Customer requests began to slip through the cracks, impacting sales for both the manufacturer and distributor while ultimately lowering the customer experience scores. This caused the company to look to IntelliSource for a focused approach & solution to this problem.

OUR FOCUSED APPROACH

The company chose IntelliSource for their distribution channel solution based on prior experience in target channel and their proven, world class hand-off process ensuring leads were actionable and follow up was implemented. Using that experience, our approach included developing the strategy and solutions for implementation

STRATEGY AND SOLUTION

IntelliSource implemented a customized and proprietary TeleQual model meeting the needs of the distribution channel by lead scoring, enabling distribution partners to prioritize lead follow-up.

IMPLEMENTATION AND DELIVERY

IntelliSource developed standard operating procedures for THE Disty TeleQual team and the top distributors participating in the program. The changed were aimed at monitoring and improving speed to opportunity & conversion. The Disty TeleQual agents qualified, scored and routed leads directly in the distribution channel partner’s portal allowing for transparency and visibility into KPIs set by senior sales management.

MEASUREMENT & IMPROVEMENT PROCESS

A comprehensive, automated report was built to track all leads which was sent to each of the four distribution partners. IntelliSource hosted weekly meetings with each distributor to review lead expectations, metrics and address any breakdowns that were present and facilitated monthly check-ins allow a forum for reporting progress updates and a platform for ongoing process improvements.

RESULTS

  • INTELLISOURCE AGENTS TOUCHED 5,346 LEADS RESULTING IN $73 MILLION IN QUALIFIED BUSINESS
  • INTELLISOURCE IMPLEMENTED A 4 HOUR THRESHOLD FOR LEAD CONTACT WITH DISTRIBUTORS WHICH MAXIMIZED VELOCITY IN LEAD CONVERSION AND FOSTERED A POSITIVE CUSTOMER EXPERIENCE
  • INTELLISOURCE OPTIMIZED INVENTORY MANAGEMENT THROUGH THE DEVELOPMENT OF A LEAD MANAGEMENT PROCESS. THIS PROCESS WAS BASED ON AVAILABILITY OF THE PRODUCT WHICH DROVE DISTRIBUTORS TO REPLENISH THEIR BASED ON CUSTOMER DEMAND

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