Leading Machinery Safety Brand

Main_Machinery Safety Brand

Customer Profile

An international technology leader in automation technology, offering innovations from the field of sensor, control and drive technology.

Challenge

To create and implement a strategy to get best value from a high-cost scarce resource – the specialist technical sales engineers and at the same time promote a new service into a fresh market. The latter involved selling consultancy services, as opposed to technical products.

Solution

We scoped, tested and refined an approach to qualifying accounts, contacts and leads, encompassing questions that would underpin both future strategy and tactics. In collaboration with the client, we then adapted the client’s Customer Relationship Management (CRM) system to accommodate the data captured. This was designed to enable a seamless interface with the client’s team.

Results

  • Forecast return of £50 per £ invested based on actual conversion rates
  • A total of 152 leads qualified by our professional outbound team. 17% related to new consultancy services
  • Machinery safety opportunities uncovered with a revenue value of £3.8m per annum.

Client’s View

“Fast Track Solutions has played a major part in redefining our business sales model, which is now seen within the broader global company as a model for the future. The results from our partnership have been very good, exceeding our expectations. Return on investment was high throughout and the team both anticipated our needs very well and surprised us at every juncture with their innovative, insightful approach.”
General Manager, on our Customer Relationship Management and New Business Development project