Contact Management

The goal of contact management is to ensure that your database is clean, well-segmented and effectively defined in order to reap real results.

Crimson optimizes your contacts by providing:

Consolidation:
Is your data current? Do you have costly duplicates? Are you missing key opportunities? At Crimson, we have helped our clients clean their current contacts, integrate purchased lists and devise the right strategy to reach each contact.
Segmentation:
What do your potential customers really look like? How does your channel integrate with your contacts? What will help your products resonate? Crimson focuses on creating segmentation and characteristic maps of your contacts and channels to ensure you are delivering the right messages to the right contacts.
Profiling:
How do you develop effective processes for your markets? Are your leads integrated with your website? Are you capturing information in a way that your contacts prefer? Crimson has developed methodoligies for creating effective lead integration and process development strategies that will create a good experience with your contacts.

Recent Work and Case Studies

Effective Lead Management Campaign to Drive Revenue

Facing declining revenue from a historically significant channel business, the world’s second largest computer manufacturer sought significant new enterprise revenues without hiring expensive direct outside sales reps.

CHALLENGES

Decreasing channel revenue from enterprise segments due to leakage into growing Retail channels

Develop a program which targets end users directly, but integrates channel partners into process

Gain trust and commitment from channel by sending only qualified opportunities to channel partners

Generate incremental revenue, and track (daily) results of lead, qualification and sales processes

SOLUTIONS

Developed a program which targets end users directly, but includes channel partners in fulfillment

Designed and implemented a closed loop lead generation system to generate, execute, qualify and measure results

Rationalized a segmentation strategy and leveraged an existing prospect contact database

Created a compelling offer, campaign messaging, and launched the e-marketing campaign

Implemented an end-to-end lead qualification and fulfillment process leveraging internal resources

Automated a daily results dashboard to show results of each lead and opportunity stage and conversion

RESULTS

Expecting only 100 leads, customer was blown away that over 6000 qualified leads participated in program

Directly measureable $60 Million of incremental pipeline was generated from this program

Within the first 2 quarters, we directly measured $15 Million in incremental sales from this program

According to the executive “for the first time, Marketing and Sales are actually aligned”

Innovative Online Marketing Campaign to Improve Partner Revenue

Crimson was tasked with transforming the way a leading IT infrastructure company serviced their SMB and mid-market customers. Crimson developed an online strategy and created an online tool to facilitate management and delivery of marketing campaigns, more effectively reaching their audiences. As a result of our work and the tools we delivered, the company experienced significant improvements in customer satisfaction and increased customer engagement.