Account Segmentation Case Study
To maximize sales, it's important to have a complete view of your potential customers. That's the conclusion that one midsize company made after calculating that its sales team had captured only five percent of its potential market.
To improve market share, the company set out to create a self-service portal with segmentation capabilities that enables sales staff to drill down on customer attributes.
Download the case study to find out how the company successfully transformed its sales systems using SAS to automate processes - and how you can too.
What was the main challenge faced by the midsize company?
The company struggled with cumbersome Excel spreadsheets that contained unnecessary fields, making basic reporting difficult. This limited their ability to spot trends and identify repeatable sales offers, leading to missed opportunities.
How did the sales team improve their account segmentation?
The sales team implemented a self-service portal powered by SAS, which allowed them to import data from their spreadsheets and create interactive filters. This enabled users to slice and filter data based on various criteria, improving their ability to identify target prospect companies.
What were the outcomes of the digital transformation?
The transformation led to accelerated revenue growth as the sales team developed customer profiles based on successful wins. Management was able to realign territories and optimize staffing, leading to a better understanding of customer sectors with the most potential.
Account Segmentation Case Study
published by TechnologyXperts, Inc.
TechnologyXperts, Inc. is an Ohio registered corporation established in 1999 providing comprehensive IT services to enterprises of all sizes handling all aspects of computer desktop, server, network and telecommunications needs. We are a business enabler that helps companies achieve their business goals and objectives through the economical and effective use of information technology in their environment. We are trusted partners/advisors helping small and medium size businesses maximize their return on their IT investment while minimizing related IT expense. Our comprehensive and proactive approach towards IT management helps our customers minimize the risk inherent when a business depends upon IT to get work done. Our innovative approach towards managing IT smartly and cost-effectively is built upon years of management experience leading a crack team of business savvy, technical consultants in a wide range of business situations. Helping businesses leverage the latest technologies for maximum business effect is the key. Our business is IT. With TXI, you can get out of the IT business and get on with what really counts.
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