Lead-to-quote optimization
Palfinger
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For Palfinger, a leading global provider of innovative crane solutions, we have optimized the “lead-to-quote” process to improve efficiency and accuracy when generating offers. The project took several months and included the analysis and improvement of the lead matching process and the introduction of new KPIs for collaboration between marketing and sales.
Palfinger was faced with the challenge of improving the quality and availability of data between CRM and CPQ systems in order to efficiently convert leads into offers. In particular, there was a need to automate the process and enable better traceability, both for direct and indirect sales.