Lead-to-quote optimization

Palfinger

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.

Challenge

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.

Our solution

  • Implementation of an automated lead-to-quote matching system to optimize the transition from lead generation to offer creation.
  • Analyze data from CRM and CPQ to identify patterns to increase conversion rates and reduce the time span between lead and offer
  • Introduce new KPIs, such as lead acceptance rate, first contact time, and average lead to offer time, to monitor and improve efficiency.

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