Trovus Revelations helps Tack International win £70,000 of new business with more expected - 6th July 2009
"The results we have had so far from Trovus Revelations have been gold dust and have enabled us to win £70,000 of business with more expected! It has provided the TACK pitch team with invaluable insight into their priorities for a global contract they have been working on. Without this unique website intelligence we would not have been able to prepare relevant information and know exactly which aspects of our training solutions the client is interested in to include in the pitch."
Louise Gulliver, Marketing Director, Tack International.
Background
Tack are a UK and International business training specialist providing open, in-company and bespoke sales, marketing, finance and management courses. They offer a complete package to develop sales people and advance a business.
Business Challenge
Tack had been invited to pitch for a high value global contract. However the pitch was to be managed through a third party procurement team who provided limited access for Tack to engage with the prospect and understand exactly what they were interested in.
Solution
Through the website intelligence provided by Trovus Revelations, Tack was able to see:
• Which pages the prospect had visited, how many times they visited each page and how long they spent on each page.
• This allowed Tack to identify the specific training areas that the prospect was most interested in and enabled them to tailor their proposals around those specific areas.
Additionally the intelligence provided by Revelations has allowed Tack to make informed decisions in a number of other business areas such as international client relationships:
• Tack has a number of large International clients. One particular client has a long standing relationship with Tack in the UK. Through Revelations, Tack was able to see that the German offices of their client were investigating courses on the Tack website.
• Tack passed this intelligence to their German office and has been supporting them in introducing them to the client in Germany.
Other business benefits include visibility of who is visiting the website:
• Adding the names of Tack's large existing client base to the Watch List function in Revelations allows Tack to see when these organisations are visiting their website.
• They have often not been connected with for a while which is a call to action for the relevant account manager to now contact their client and they are also able to steer the conversation towards the specific areas and courses that visitors from that organisation have been looking at.
As well as using the website intelligence to generate new revenue from prospects:
• Revelations enabled Tack to see a company which they did not have a relationship with viewing different Tack services on their website. The Tack telemarketing team then called trying to contact the most likely buyer in that organisation whether Sales Director or Training Director/Manager.
• They spoke to the Sales Director who was interested in Tacks services, engaged with him to generate a significant sale, and are more revenues are expected from this client.
• It did not matter that they did not know the name of the individual making the search - the fact that Tack could see someone from that organisation searching for their services was a good indication of a "need" already existing in that organisation.
Results
• Pitch Intelligence provided by Revelations gave Tack the confidence to make a meaningful investment of time and energy into their global proposal and as a result they have won a first piece of work valued at £70k and more is expected.
• International Client Relationship Building - Tack in Germany have a large proposal to the German offices of the prospect which without the intelligence from Revelations, it is unlikely the connection would have been made.
• Driving CRM process by prompting Tack to speak to and maintain relationships with a number of existing clients.
• Generating Revenue - Tack won a new £10k sale by using website intelligence to identify a prospect, see what he was interested in, follow-up with sales activity and win a new client.
