Case Studies
Marketing InfrastructureChallenge: A start-up joint venture between two multi-national manufacturers needed infrastructure to support the sales effort.
Solution: DataBanque put in place turn-key infrastructure in a matter of weeks to provide sales lead management and marketing operational support. From responding to in-bound inquiries and converting those inquiries to leads, to providing direct support to the sales organization, DataBanque performs flawlessly as an extension of our client’s organization and at 1/3 the cost of an in-house effort.
Closed-Loop Lead TrackingChallenge: A door manufacturer was unable to track its leads to close.
Solution: Realizing that the existing CRM system was inhibiting progress and that implementing a closed-loop lead tracking system was more important than forcing the sales organization to use the CRM tool, the manufacturer outsourced its lead management to DataBanque. The manufacturer leveraged our lead management processes, as well as LeadBanque, our proprietary lead management web application. The lead statuses were updated by the sales organization with the click of a mouse and the DataBanque technical team automatically synchronized the information with the company’s CRM tool.
Centralized Marketing DatabaseChallenge: A national roofing manufacturer did not have a centralized marketing database, but rather had multiple lists spread across the organization, making direct marketing a challenge.
Solution: DataBanque created a comprehensive database from multiple sources, verified the information for each record, and continue to maintain and update that list. This list serves as the definitive compilation of all channel partner data and activity for the company. DataBanque also uses this data repository to manage the manufacturer’s lead management activities, referral pool and its new contractor programs.
Comprehensive Lead ManagementChallenge: A global manufacturer of building products is transforming its North American presence from OEM provider to a branded product. As a result, the manufacturer needed to establish a network of distribution and trade partners, as well as provide a steady stream of sales opportunities to those channel partners.
Solution: Key to selecting DataBanque was finding a provider that can do the job completely, with high quality and next to no day-to-day management. DataBanque manages every lead that flows through two distinct business units. These leads consist of distributors, remanufacturers, architects/specifiers, developers and contractors. Every lead is qualified, scored and distributed to the national sales organization comprising both independent and house representatives. Simultaneous to each lead being distributed, the appropriate literature, electronic or hard copy, is fulfilled to the prospect. As each lead is appropriately worked — the results are recorded utilizing our proprietary LeadBanque tool and management dashboards are available on demand to the organization national leadership.
Channel Partner Lead GenerationChallenge: The world’s largest provider of pre-engineered steel buildings sought to develop a system to generate incremental revenue for an elite group of builders delivering re-roofing solutions for 100,000+ square foot projects.
Solution: The independent builders have traditionally relied on word-of-mouth marketing, however both the manufacturer and the builder desired a solution that would establish an aggressive, proactive sales and marketing approach. DataBanque developed high quality “suspect” database utilizing a combination of high quality purchased data and in-house. The suspects were qualified via a combined phone and e-mail campaign, nurtured and when ready, passed on to the independent builder for follow-up. The pilot program focusing on one region has been so successful, the manufacturer has offered the program to all of its locations.
