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Web Application: Leader

Context

Our customer (private) is provincial equipment distributor and he sells his equipement to dealers (no end-users). He receives regularly leads from end users interested in his equipment (multiple sources: website, phone, trade shows, advertising,...).

Regarding the high number of received leads (more than 100/week), he faced a problem regarding how to manage these leads and convert them to effective sales. He used to manage the leads using Excel listings but he soon realized that this method was inappropriate.

Our solution

We created and installed a software (web application) letting our customer:

• Receive automatically the leads generated from his websites or trade shows;
• Receives manually the leads from customers contacting him by phone or generated from the his sales representatives;
• The transmission of each lead to the appropriate dealer;
• The complete management and follow-up of leads since its creation with precise deadlines through the whole lead life cycle (from it's creation to its closing: sold or lost);
• Dealers limits management, letting him see the details of leads per dealer and decide the open-leads limits of each dealer (depends on the number of leads with no follow-up);
• The ability, for the dealers, to manage and follow up their leads directly on the software;
• Complete statistics showing a global snap view of the leads, the generated sales and the lost sales.
  

Results:

Our customer is now glad to have an approprite tool to manage his leads and to convert them to effective sales. Furthermore, the software being a web application, our customer gain the following advantages:

• multi-user application with different access levels: Administrator, Secretary, Sales representative and Dealer;
• No installation required and access from anywhere in the world with an Internet access, which let the dealers access directly the software and participate to the lead conversion process. It also has been usefull when our customer started his new branch, letting his employees from the other branch use the software with no additional setup;
• The project is such a success that the representatives are moving from their old Customer Management Software (ACT!) and use Leader for all their sales operations (i.e. not only for end-users).