Coast Digital win £30,000 contract using website intelligence - 18th November 2009
"We were able to turn around a lost sales opportunity into a £30,000 contract as a direct result of the website intelligence revealed to us by the Trovus solution. We are confident that acting on this invaluable customer intelligence will deliver more opportunities in the future."
Richard Brenkley, Sales Manager.
Background
Coast Digital is a full-service digital marketing agency that provides a bespoke service to B2B and B2C brands. Offering a winning blend of consultancy and creativity, the company is a highly successful market leader that generates significant ROI on behalf of its clients. .
Business Challenge
Coast Digital had been involved in a lengthy pitch for new business from a legal training company, but had lost out to a competitor in June 2009.
Solution
Coast Digital already had the Trovus solution installed and the unique functionality of the Trovus tool had enabled them to set up processes to act on their website intelligence:
• In August 2009, two months after losing the contract, Coast Digital was able to see that the legal training company - despite awarding the contract to a competitor - were back on its website looking at three particular pages.
• An alert was sent to the relevant account manager who followed this up with a telephone call.
• He subsequently discovered that the legal training company wasn't happy with the agency it had appointed, which allowed him to re-open dialogue.
• After a number of conversations and meetings Coast Digital won the business and was awarded the contract.
Results
The Trovus solution provided Coast Digital with valuable intelligence from its website, which enabled it to re-engage with the legal training company and turn what appeared to be a lost opportunity into new business worth £30,000.
• Customer Intelligence - using the Trovus tool Watch List functionality allowed Coast Digital to see exactly when the legal training company visited its website.
• Insight - the agency was also able to identify the company's exacy interest by seeing which pages the company had been looking at, and how long was spent on those pages.
• Timing - Coast Digital was able to act immediately because an email alert was sent directly to the relevant account manager to alert him that the legal training company had been back to the website.
• Engagement - armed with this information, the account manager re-opened discussion with the company and communicated Coast Digital's continued interest in the business opportunity.
