Success Stories
Customer Name
iProspect, www.iprospect.com
Industry
Professional Business Services, Specializing in Search Engine Marketing
Business Description
iProspect is The Original® Search Engine Marketing Firm, whose mission is to increase the return on our clients' online marketing investment though a full suite of services, including: natural search engine optimization, paid inclusion program management, pay-per-click program management, website analytics and website conversion enhancement. Founded in 1996, iProspect pioneered the search engine marketing industry and works with the most recognized and successful brands in the world, including American Express, Xerox, Ford Motor Company and Sharp Electronics. iProspect has published three books on search engine marketing, including Achieving Top-10 Rankings in Internet Search Engines and Search Engine Positioning. iProspect was named to the Inc. Fast 500 list in 2003 as the 47th fastest growing company in the United States, and in the same year was recognized by Deloitte & Touche on their Fast 500 list as one of the 500 fastest growing technology companies in North America.
Challenge
iProspect is a pioneer and one of the original developers of the practice of search engine marketing. By uniquely combining technology excellence and marketing expertise, iProspect helps Fortune 1000 companies, with large and complex websites, increase qualified website traffic. And by applying its own expertise to increase its market reach, iProspect quickly grew into an established company that was witnessing an increasing level of new business. With remarkable customer satisfaction levels and an average account generating greater than $100,000 per year, it became increasingly apparent that the company needed a formal means of managing its sales and marketing processes. iProspect's sales and marketing organization required a fully configurable solution that could easily embed its best business practices so that it could continually duplicate its repeatable sales and customer satisfaction successes, year after year. Also, multiple functions needed to be integrated into a single source to ensure accuracy of data, especially for lead generation, lead distribution, and sales process management and reporting.
The Salesnet Difference
iProspect selected Salesnet's online CRM solution to support and manage the sales and marketing initiatives of its growing business. Only Salesnet's online CRM solution could be fully configured to conform to iProspect's unique business needs, without the hassles or financial burden of a truckload of consultants or hefty IT involvement. The company standardized its entire sales and marketing organization on Salesnet and began to quickly capitalize on the benefits of streamlining its best business practices. By applying standards to monitoring and measuring the success rates of various sales and marketing efforts, iProspect could identify desirable and undesirable sales and marketing endeavors. In addition, Salesnet's leading reporting and analytics capabilities ensured that iProspect's sales and marketing teams were continually on top of high-impact opportunities, making the company better able to close new business faster.
Results
- Better management of marketing leads, enabling highly-qualified opportunities to close faster by the sales organization.
- Complete distribution of standard best practice so that sales and marketing are all working off of the same information, ensuring timely response to customer and prospect needs.