The Center for Industrial Marketing substantially improves customer acquisition
Which services should a company offer in the different markets to achieve sustainable growth? A central issue that needs to be tackled strategically by the management. proALPHA saw itself facing this exact challenge. As a provider of innovative ERP and CRM solutions for the industry, retail and service companies Codex has huge potential of possible customers.This potential is supposed to be further fulfilled. The Center for Industrial Marketing made this possible with a consulting project regarding customer acquisition.
The Swiss company proALPHA is looking back on 20 years as a distribution company and provider for implementations of ERP solutions proALPHA and the CRM solution Actricity. In 1995, the traditional company expanded its range of services to also become a process optimizer with highly integrated IT solutions. Various international locations open up a broad area of new customers. The solution proALPHA is used in manufacturing and technical trade and covers the complete process. The ERP market in these areas is rather saturated which means that sales increasingly becomes a differentiating factor. For this, the company went out and sought professional consulting services at the Center for Industrial Marketing.
In a management workshop, with the company executives and the directors of the distribution department of the field New Business proALPHA, the relevant fields of action of sales management have been identified. Based on these findings we trained employees in two and half day courses with a profound focus on customer acquisition. We showed concretely how decision makers are identified, how to argue for added value in a sales process and how to develop performance management.
The Center for Industrial Marketing guided the field New Business proALPHA extensively in the subject matter of new customer acquisition. A successful commitment that already bears fruit: Today the service provider is more successful in customer acquisition and uses its resources more effectively in its sales process. Furthermore, the team has been strengthened in it’s new composition and the change process has successfully advanced.
|Through their support, we gained security and high acceptance within the organization for the new sales approach and we were able to rapidly implement the process change. Besides specialized expertise, the Center for Industrial Marketing distinguishes itself through flexibility and service orientation. Within a very short period of time, a partnership based on trust has been established.
Ralph Schmid, former CEO BU proALPHA Industry