Our client was struggling to acquire a clear view on size of potential market outside of current base, but suspected there was a major untapped opportunity for business development, if they could look at the market from a different angle.
Case Study
Market visibility
The Business Challenge
The Solution
We helped our client bring visibility to untapped prospects through enriching the existing customer database with internal and external variables. Afterwards, we prioritized potential customers for the sales team based on the likelihood of converting to customers. We also predicted most relevant offerings for individual customers.
Deliverables
Enriched Lead / Prospect list
More accurate customer account base
Accurate true share of customers and untapped potential per customer/lead
Business impact
We helped our client improve conversion rates per market by 1.3-3%, through identifying and prioritizing potential leads. The project allowed our client to significantly increase the amount of leads in the sales funnel and focus on the leads with a higher chance of converting.
