For efficient growth
How do you design the efficient marketing of your products in the digital age? Only scalable models promise future viability in a time of increasing demands from new competitors and individual customer needs. We help our customers to find the optimal mix of digital and traditional marketing mechanisms and to validate them in the market.
#Marketing #DigitalMarketing #Sales #DigitalSales #DirectSales #LeadGeneration #Conversion #CustomerAcquisition #CustomerOptimization #GoToMarket #DataBased
Our services
Strengthening direct sales
Strengthening direct sales
Effective direct sales via webshop, telephone sales, external sales and customer service create success – and that at an attractive CPO (Cost per Order). In addition, customer data remains in-house and can be used for cross-sell and up-sell. With our many years of operational experience, we support our customers in establishing direct sales channels and scaling them resiliently to contribute to growth.
Industry focus: insurance, telecommunications, software, financial services, etc.
Development of lead generation
Development of lead generation
Complex products usually cannot be sold via a simple online order form. They require personal consultation – for example from telesales agents, through chat or at the point of sale. In an omnichannel setup such as this, some channels act as lead engines, and others act as conversion engines. We orchestrate these channels and bring in our expertise in data-based sales to achieve the best possible result for our customers.
Industry focus: B2B trade, software, insurance etc.
Increasing conversion
Increasing conversion
Increasing the conversion rate is often the best starting point for sales optimization. Why? Because a better conversion rate gets more out of existing customer flows. Marketing and sales can improve themselves in this way. Our approach focuses on optimizing the cross-channel conversion rate. Only by improving the interaction between the webshop, telesales, customer service and indirect sales can full sales potential be accessed. To ensure that this happens smoothly, we are guided by benchmarks and operational insights from our many years of operational experience.
Industry focus: media, telecommunications, software, etc.
Generate business from data
Generate business from data
Many companies have a wealth of data at their disposal, for example about their existing customers. However, often only a few companies manage to generate significant business from this data. This is where we come in. We convert unstructured data into actionable data – that can be used directly by marketing and sales. For a telecommunications company, for example, we developed customer service into the most important sales channel – actionable data was customer concern, customer value and channel preference.
Industry focus: financial products, telecommunications, insurance, pay TV, etc.
Development of scalable go-to-market approaches
Development of scalable go-to-market approaches
We support our customers in developing a scalable go-to-market approach that turns target customers into buyers and generates cross-channel sales. In our experience, the right mindset and operational experience are needed to set up marketing correctly and manage it stringently in day-to-day business. We deliver specific expertise.
Industry focus: IoT platforms, software, digital services, etc.
Our reference projects
Increase in direct sales by 20% to more than 70%
+ show more
(for a European Telco provider)
- Achievement of a total share of direct sales channels of over 70%.
- Reduction of indirect channels to less than 30 % (price comparison, affiliates, specialist retailers etc.)
- Expansion of direct channels online, telesales, existing customer cross-selling and sales via customer service
- Development of a 3-year plan to reach 70% with Investment, Capability development, Tools and Data Strategy
- Optimization of conversion along the entire sales funnel
- Implementation of Marketing Excellence in all digital disciplines
- show less
Increasing new customers by more than 30% within one year
+ show more
(for a European software provider)
- Customer segmentation taking the probability of closing into account
- Definition of the lead stages and the handover between the stages
- Mapping of Customer Journey in Lead Processing
- Task sharing, e.g. prospecting by agents and behavior-based customer communication/CRM logic
- Development of a sales management model
- show less
Conversion increase in subscription business by more than 50%
+ show more
(for a European telco/hosting/IT provider)
- Analysis of the conversion rate against industry benchmarks
- Classification of business transactions in the web shop, direct marketing, partners
- Focused, channel-specific measures to increase conversion rate (new telesales service providers, online A/B test strategy, mobile shop, friend acquisition program)
- Comprehensive sales control with reference to the conversion rate of all channels
- show less
Cross-sale to existing customers via customer service over 40%
+ show more
(for a German Telco provider)
- Realignment of the customer service organization into a sales & service organization
- Clustering of business transactions and establishment of specialized sales units in customer service
- Definition of existing customer value promises, cross-sales paths and incentive models
- Operational control of service providers and locations on a daily basis
- Campaign management and reporting
- show less
Growth strategy and sharpening the value proposition
+ show more
(for a Software-as-a-Service provider)
- Analysis of the entire marketing/sales funnel
- Focusing sales measures to achieve quick wins (e.g. dropouts in the ordering process, social selling)
- Setting up pilot programs to validate the scaling
- Rollout based on Outsourcing (Telesales and new CRM Toolkit)
- show less
News
“Offer a subscription model and grow!” Is it really that simple? Manufacture a product and sell it on different channels? Classic business models are at least as outdated as buying…
Show article
Customer focus is one of the buzzwords of the moment. Companies want to understand customers and their partially unconscious needs, develop products on this basis and operatively steer offers. This…
Show articleMoritz
Roth
Managing Director and Head of Sales & Marketing
Moritz focuses his consulting activities on sales and marketing (go-to-market). He develops strategies that rebuild customer relationships based on digital technologies (direct to customer) that make companies more competitive in the digital world. Most recently, he was Chief Sales Officer of 1&1 Telecommunication SE. In the Google Group, he led the market launch of Motorola smartphones in Europe and Asia. As Chief Marketing Officer at Microsoft Germany, he was responsible for B2B and B2C marketing.
Mail. m.roth@muecke-roth.de
