JobRouter optimizes lead management process with DemandFlow technology / Generating qualified leads with prospective customers at fairs / Digital sales process disburdens employees and increases satisfaction of prospective buyers /
Prospective customers are highly selective regarding all information from the internet and access only those that are really relevant. This is a must to cope with the steadily increasing flood of information. DemandFlow GmbH, a provider of automated solutions for the digital sales process, has specialized in individual content marketing strategies for an optimized customer journey and provides potential customers with fitting information, promptly. JobRouter AG will test this digital sales strategy and the integration into existing business processes at CeBIT. The leading manufacturer of a cross-industry digitisation platform thus provides further practical impulses for the comprehensive digital enterprise transformation.
At CeBIT 2017, JobRouter AG will digitise its lead management process with the help of its sales partner DemandFlow, thus leveraging the latest technology in digital sales. The fully automated DemandGenerator is easily integrated into the digital sales process and the digital transformation platform via a JobRouter system activity. The system compiles industry and preference-specific material in an info center and thereby supports the customer in developing his purchase decision.
A corporate objective at trade fairs is to identify customer interests and generate leads. Despite a successful appearance, however, it may happen that the first discussion does not lead to any purchase decisions and the contact is lost.
"This problem is based on a simple error in reasoning," says Michael Klein, Managing Director of DemandFlow GmbH. "The sales staff is not supposed to be ripening bananas or maintain contacts over a long period of time. Nevertheless, sales employees often have to handle such ‘green’ contacts in the beginning of a sales process or are given those contacts in a too early stage. Individualised content strategies can help solving this issue, if supported by an automated process. Today, digital distribution is no longer a dream, but it can be implemented very simply and very efficiently."
In practice, this process could be designed as follows: The company collects those trade fair contacts, which are recorded both in the ERP and the CRM system and are enriched with specific categories and roles. The system then collects the relevant information, matches them with the available material from the target group, and thus generates a company landing page that fits the needs and interests of the visitor. In another step, the system evaluates the user’s activities and offers appropriate follow-up steps. If the prospective party is interested, the contact is offered to receive additional material and is guided through the sales process until it is finally handed over to the sales employee as a qualified lead. Fully automated.
"As we also use our digitisation platform internally at JobRouter, we know the practical challenges of digital change very well. That is why we are always striving to combine new technologies with our agile platform and thus constantly optimise digital processes," explains Marcus Nagel, CCO at JobRouter AG. "As a sales manager, I know effort put in and hours spent on a contact qualification without ever having the guarantee for a successful business deal. This is not efficient, but will certainly be a thing of the past thanks to the digital change in sales. Today, it is more important than ever to pick the customer up and lead him through his journey and to not disturb him with unwanted information. Companies must therefore learn to use their marketing material correctly and to coordinate their processes optimally. Then a surplus value arises with regards to the digital transformation."
"We want to take a pioneering role at this point," explains Marcus Nagel. "This is the only way we can show other companies how successfully the sales department can work with a combination of a digitisation platform and the DemandGenerator technology. That is why we are going to test the potential of the DemandGenerator at CeBIT ourselves. Therefore, we specifically developed an interface between our digitisation platform and the generator, which was very easy. Now it's about putting the potential into practice."
The digital distribution process can be used wherever contacts with interested parties are established: in social networks, in blogs, on websites, trade fairs, events, and roadshows - or conventionally by telephone and mailings. Through an individual offer, the company can build customer trust and bind prospective customers to the brand and offerings. The digital transformation of trade fair work ultimately helps to reduce the sales effort for pre-processing and post-processing as well as evaluation of trade fair activities. This gives the sales department more time to engage personally with those contacts that are actually interested in the company. This increases satisfaction on all sides.
We would be pleased to arrange a further discussion with the contact persons of JobRouter and DemandFlow. Contact us in advance or visit JobRouter AG at the CeBIT in Hall 3 B17 - at the BIKTOM joint stand.
About DemandFlow GmbH
DemandFlow GmbH, headquartered in Mannheim, Germany, is a software company with a focus on the digitisation of sales processes since 2013. The company is associated with the internationally active JobRouter Group.The DemandGenerator, PartnerSalesCenter and DemandSuite solutions are demanded by medium-sized companies and large companies equally. Customers are advised, trained and equipped with solutions by partners and OEMs.
In 2014, the then called DemandFlow-Suite, the first marketing automation solution that was developed in accordance with the provisions of the BDSG in Germany, was awarded the coveted IT innovation award in the "Business Process Management" category. In 2015 also the DemandGenerator 2 was honoured by the Initiative Mittelstand with an entry in the list of the best applications in the category Web 2.0 and Social Web. In 2016, another award was granted to the Partner Sales Center solution, which is based on DemandGenerator.
The solutions are implemented by around 20 partners in D / A / CH. The partners are sales and marketing professionals, who advise, train, optimize the campaign results and provide technical support.
About Michael Klein
Michael Klein is a member of the Management Board of DemandFlow GmbH located in Mannheim, the specialist for digital distribution. Since 1979 he has been an entrepreneur in the IT sector. His personal focus is the strategic sales development. Since 2013, he has been focusing on digital distribution and the automation of marketing processes.