Move AS has a reputation of being a highly technical and professional organization that continuously seeks opportunities to improve efficiency and increase customer satisfaction.
It quickly understood that succeeding in Norway’s highly competitive IT-infrastructure market was going to be a challenge if it had no way of increasing sales efficiency and sales coverage.
It has historically been challenging to involve non-sales personnel and engineers in the sales and lead generation processes. Move found that traditional sales solutions are complex to use for non-sales personnel, and even for sales personnel in some cases, and found it was challenging to reward both sales and non-sales without a simple and effective system in place.
A search for a new approach to lead generation began.
Cold calling is not a successful strategy for most companies, and for Move AS it most definitely was not.
Move AS decided to sign up for LeadX 360, and make it an indispensable part of their lead and sales process to allow non-sales and partners to create leads for a smaller sales team, and to allow these users to be rewarded easily.
The new users, non-sales and partners, were given a series of training sessions and have gradually started to employ LeadX 360 when generating leads out in the field for Move’s sales team. Onboarding of new users to expand lead and sales coverage for Move has been fast and efficient.
Based on LeadX 360 analytics, Move AS has seen an increase of more than XXX leads generated from non-sales and partners of Move AS.
In the first six months of using LeadX 360, more than XXX leads have been generated, and this has resulted in an increase of revenue for Move that would otherwise never have seen.
LeadX 360 is integrated with Move’s SuperOffice instance, so non-sales users can generate leads and hand-over to sales, and sales can use SuperOffice to manage their sales process even for leads coming from LeadX.
Move is currently building up the lead generation organization, by continuously adding new users to LeadX that can generate leads and be rewarded. These users will be able to create new leads on the go, and send them straight to sales for follow-up. The users are instantly rewarded with points and are notified once leads are matured and deals are closed. With the SuperOffice integration, these leads turn up in SuperOffice in real-time
After one year of operation, Move’s metrics show the impact of introducing LeadX 360 into its lead and sales operations. By only looking at the performance improvement in lead generation the result is remarkable. Leads generated have increased by 30%, and the average win rate has increased by 20%. As a result, Move’s sales team reached their sales targets conversion and win rate increase to 40% and 20% respectively.
“With LeadX 360 we have found the solution where our consultants can now capture leads at customers and through their personal networks, and increase lead generation and market reach. LeadX 360 was the natural solution and the perfect match for Move AS and how we build value together with our employees and partners”, says Lars Velle, VP Sales.
About Move AS
Move AS are experts within IT infrastructure and offers services and solutions for both private companies and government within Norway. Move AS helps companies build a cost-effective, secure, and flexible IT infrastructure based on unique customer needs, best practices, and many years of experience.