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Case Study

How RevPartners Reduced Lead Wastage with Lead Status for an Events Industry Company

25%
Increase in Booked Meetings within a Month

Customer Info

 

Company I has established itself as the premier provider of temporary seating, staging, structures, and scenic production for the events industry across the United States. Committed to partnering closely with clients, the team at Company I is involved at every stage of the process—from initial creative input and detailed drawings to meticulous installations and thorough site breakdowns. Their comprehensive approach ensures that each event is executed flawlessly.

 

Overview

RevPartners partnered with Company I to optimize their lead management process, ensuring that valuable leads were not lost in the pipeline. By clarifying ownership, automating lead status assignments, and fostering better communication between sales and marketing teams, RevPartners helped Company I increase efficiency, save costs, and boost the number of meetings and demos booked.

The Challenge

Lead Ownership Uncertainty

  • Unclear whether leads should be managed by sales or marketing, causing potential leads to slip through the cracks.

Neglected Contacts

  • Some contacts completed the sales sequence but were forgotten, leading to missed opportunities.

The Solution

Defined Lead Ownership

  • Established clear guidelines on when a lead should be managed by sales or marketing.

Time-to-Respond Protocol

  • Identified a time gap that triggers action to prevent leads from being neglected.

Automated Lead Status Assignment

  • Implemented triggers for automatic status assignment, with manual options for specific cases, ensuring each lead is properly managed.

The Impact

Cost Savings

  • Reduced unnecessary costs by ensuring only relevant contacts were counted toward marketing hub pricing tiers.

Minimized Lead Wastage

  • Improved ability to track and manage leads that might otherwise have been overlooked.

Enhanced Efficiency

  • Fostered better communication between sales and marketing, streamlining the lead conversion process.

Increased Meetings/Demos

  • Achieved a 25% increase in booked meetings within a month due to improved collaboration.
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