CASE STUDY: FLUIDONE
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FluidOne is a UK-based telecommunications company offering high-quality secure data, voice and cloud solutions.
FluidOne designs specific solutions to assist customers and partners to digitally transform the information technology and communications of their clients. They combine the services of specialist partners in cyber security and IT managed services to create secure multi-cloud and multi-connected environments.
INDUSTRY: TELECOMMUNICATIONS
SECTOR: MID-MARKET, B2B
THE CHALLENGES
Whilst FluidOne had a deployed, bespoke CRM, they did not have end-to-end visibility of the customer and were working in silos across marketing and sales.
The main challenges we identified were:
- Legacy sales systems struggled to provide visibility
- Marketing automation did not automate lead capture from web
- Sales forecast and activity management did not have consistent processes
- Siloed insight across team
- Limited sales pipeline tools
How did we transform these obstacles into success?
OUR SOLUTIONS
FluidOne engaged Trigg Digital to design and implement a CRM solution that streamlines the marketing and sales process from acquisition all the way through to retention.
Our Solutions:
- Built and rolled out an advanced Salesforce Sales Cloud solution
- Optimised business processes for sales, making it much easier to manage and view pipeline
- Integrated website, email, and call-tracking activity to provide a single view of customer interactions with complete transparency from first contact to opportunity closed won
- Implemented first click/last click attribution modeling to optimise marketing spend, drive an increase in conversions and improve ROI
- Deployed advanced white space analysis to increase upsell and cross-sell opportunities through automation and next best action framework
- Cleansed data and deduplication to improve data quality and visibility for the sales teams
- Optimised sales feedback tools for better management and visibility on the pipeline
- Introduced BANT and SCOTSMAN Sales methodologies to improve sales processes
The FluidOne team also decided to take advantage of Trigg’s Managed Service package, giving them ongoing access to Trigg Digital’s expertise.
PRODUCTS USED
THE RESULTS
FluidOne has seen a direct impact on business metrics with increases in user adoption and process utilisation, marketing spend efficiencies and reductions in cost due to manual processes that were heavily reliant on people and the retirement of legacy on-premise systems. But, most importantly, smiles on the faces of the sales and marketing teams as they work together.
Our Results:
- First sales team onboarded to Salesforce Sales Cloud within 3 months
- Increased business user and process adoption by 30%, improving sales team productivity and morale
- Data quality improvements leading to 10% more effective marketing and sales campaigns
- Improved accuracy of sales forecasting
- Improved work prioritisation to focus on bids most likely to be won
- Increased efficiency via marketing automation resulting in reduced operational costs
- Newfound ability to respond to leads within 30 minutes, improving closed won opportunities
WHAT DID THE CEO OF FLUIDONE HAVE TO SAY?
“Trigg Digital have great expertise in Salesforce combined with strong client engagement. They worked closely with us to form strategy and requirements, and the implementation was fast, flexible and focused. I couldn’t recommend them enough, a real breath of fresh air.”
RUSSELL HORTON, CEO
Please get in touch, our team of experts are here to help.
Contact us on +44 203 239 8492, say hello@triggdigital.com or complete the enquiry form below.