Sales Growth: SaaS/E-Commerce
Create a channel-based sales strategy that would exponentially grow sales.
Developed a low-touch online sales funnel that would not only increase the number of incoming leads but simplify the lead-to-sales conversion process.
Celebros
PROJECT INFORMATION
Product: Online SaaS E-Comerce Search Solution that substantially enables retailers to increase conversion rates on search-related queries by providing an end-to-end search and merchandising solution.
Project Stages
- Review the company's sales and marketing activities to determine why the company had been unable to get significant traction to date with System Integrators and Platforms as resellers of the product.
- Create an ongoing marketing and PR strategy that gives Celebros visibility in the market and increases lead generation to the company as well as partners.
- Redesign the company's marketing and sales materials to develop a sales funnel that would shorten sales cycles and build a sales channel-based marketing machine that would increase sales by 5x over 3 years.
RESULTS
In the first stage Nomadigo reviewed all company's marketing, sales, support, operations, and product activities to determine areas targeted for improvement. After a thorough review that included talking to customers and partners, it was determined that marketing activities were ineffective and needed a complete overall. Lead generation stood at about one new lead per month per territory from partners and a similar amount of directly generated leads.
A comprehensive list of potential improvements was compiled to grow the company's SaaS revenue. This included changing the view of the customer value from a monthly to a lifetime basis and developing a customer acquisition strategy accordingly.
Nomadigo analyzed the steps retailers would need to take to make a purchase and we developed a low-touch online sales funnel that would not only increase the number of incoming leads but simplify the lead-to-sales conversion process.
Results: Nomadigo worked closely with the Celebros management team to scale up the marketing budget and help the company grow organically. Prices were raised on new products brought to market increasing the margin substantially and providing a better operating margin. Celebros potential revenue shows a significant growth in the sales pipeline going forward, and the company is well on its way to achieving its targets. Celebros is on its way to hockey stick growth in 2012 as the strategy is implemented in multiple markets.
Achievements: Nomadigo outperformed expectations and has been hired to handle the implementation and execution of the next stage of the process. The company is on track to ramp up with channel partners such as System Integrators and E-commerce platforms in the international marketplace.
ROI: With a minimal upfront cost, Celebros has managed to redefine itself as the industry leader in E-Commerce Search and Conversion Technologies and is set to win substantial clientele from SLI, Endeca & Omniture over the coming year.