Tuning the Lead Machine

Case Study

"The team at Expert Market Insight have a unique blend of talents, all of which were required for this undertaking. I wanted an agency that would focus on the root cause and not vanity metrics – this was essential for creating long-term value in the region. They over-delivered!"

Regional President, Additive Manufacturing

Project Deliverables

3D Printing and Additive Manufacturing

Company produces products and sells in a wide variety of verticals across several continents.

Starting Point

The client suffered a sustained decline in the number and quality of marketing-generated leads delivered to sales in the APAC region, resulting in a decrease of revenue.  The regional President tapped us to investigate the source of the problem and determine a new course of action. The problems discovered were a wrong approach culturally, remote team disconnect, and lacking skill sets.

Destination

The client wanted to put in place a lead-gen machine that would put the territory back on track. The client targets verticals across the region (Aerospace, Automotive, Consumer Products, Dental, Medical, etc.). The sales teams and channel partners across the region are dependent on the flow of high-quality leads to make their numbers.   

The Route

To gather the information needed to discover and address the challenges the company was facing, our analysts approached the project in three phases. 

Data Collection

Gap Analysis

Recommendations and plan

Results

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