When we first partnered with this leading provider of hardware and software technologies, their internal sales team spent up to 70% of their time on administrative back-office tasks instead of selling renewals to customers and building long-term relationships.
The renewals business was fragmented into three separate operations internationally with no standardized quoting methodology or region-specific language capabilities.
There were over 50 quote templates and just as many quote processes within the organization. The inefficient workflows and slow quote turnaround time of more than 72 hours hurt the company’s renewal rates significantly.
Concentrix implemented a process-driven approach to sales enablement for this client.
Concentrix improved the system and consolidated the 50+ processes into a knowledge base to capture critical learnings.
We provided training for the client’s internal sales team on both its legacy systems and new technologies to support more efficient quote processes. We also created an automated renewal solution to provide a seamless, touch-free quote-to-order process for lower tiered customers
40% increase in revenue for lower tier customer segment
12.5% increase in revenue for lower tier customer segment
228M assets quoted
6.5% quotes processed
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