Lead Generation Via A Distributed Sales Force
Situation
In the world of risk management, relevant and timely communications are critical to building long-term customer relationships. A leading risk and insurance services corporation tapped Click Tactics, Inc., to help it generate communications more quickly and cost-effectively by automating its costly and time-consuming manual process for collecting customer and prospect data from disparate sources.
While this effort was initiated to increase direct marketing success, corporate headquarters was also looking to win the confidence of new sales offices through improved support for their lead generation needs.
Click Tactics Solution
The Click Tactics solution provides the company with control over its campaign data at every step, from list creation to response collection. Through the solution, the company can capture data from a variety of sources in a single database and initiate closed-loop customer and prospect communications without manual intervention.
Sales offices and corporate headquarters alike have web-based access to a centralized data repository. Automatic list upload capabilities make it simple to add new data, while list hygiene features ensure accuracy and reduce mailing errors through automatic address standardization, de-duplication and merge/purge.
In addition to speeding the dissemination of leads across the sales force, the solution provides offices with needed list management flexibility. Offices can maintain their own data in existing formats while easily uploading their lists. At the same time, the solution enables individual offices to add relevant local information to newsletters and other communications, while still supporting the corporate brand.
Click Tactics tailored the user experience to closely resemble current processes and terminology, ensuring quick user adoption throughout the company.
Results
Thanks to the Click Tactics solution, the company has improved the value of its data while decreasing its direct marketing costs and improving its ability to react to market response. Key results include:
:: Improved return on direct marketing investments
:: Enhanced lead generation
:: Improved support for branch offices
:: Streamlined direct marketing processes
