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SAP was looking for a strategic partner with multi-touch experience (digital, social, chat, call) to build a scalable end-to-end digital demand process.
The objective of this project was primarily to generate customers with a focus on general business (GB) and net new names.
SAP also tasked us with generating a pipeline “on top of the funnel” for the handover of highly qualified leads to sales.

SAP’s requirements included a clear distribution of responsibilities between marketing and sales as well as full transparency of costs and ROI. Our resolute mission was to increase SAP’s sales and market share.

Our
Task

Our
Solutions

Specifically to address this challenge, ALEX & GROSS has deployed a team of 40 employees in 4 locations for the EMEA-wide multi channel demand generation. Our solutions include the following measures:

  • Inbound and outbound communication as a follow-up after web registrations from digital campaigns and after events (call, chat, email)
  • Contact and address qualification
  • Lead generation according to 3C criteria
  • Handover of qualified leads to SAP Sales
  • Digital demand nurturing

With this task force unit, we have been able to cover 9 markets in more than 18 languages to ensure the continuous filling of the marketing and sales pipeline – with complete integration into the SAP system landscape.

 

Results

  • 110% goal achievement in the opportunity acceptance rate
  • 100% goal achievement in the opportunity pipeline (qualified leads)
  • 200% goal achievement in the average opportunity value
  • Qualification of 25,000 contacts per quarter

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