Conversica Case Studies Optimizing Lead Conversion with IoT: A Case Study on Epson America

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	Optimizing Lead Conversion with IoT: A Case Study on Epson America Conversica

Optimizing Lead Conversion with IoT: A Case Study on Epson America

Conversica

Applicable Functions	Sales & Marketing
Use Cases	Supply Chain Visibility
Challenge	Epson America, a company known for its consumer and commercial products, was facing a significant challenge in optimizing the conversion of its leads. The company's commercial products group, through campaigns such as “Where There’s Business, There’s Epson,” was generating between 40,000 to 60,000 leads each year. However, the responsibility of optimizing the conversion of these leads fell on Chris Nickel, Sr. Commercial Marketing Manager for Epson America’s five commercial groups. The challenge was that there was no solid process in place for managing these leads, and the situation was further complicated as the company extended its product lines. The effectiveness of lead management was also hindered by a lack of visibility into lead follow-up, making it difficult to track and optimize conversion rates. Read More
About Customer	Epson America is a well-known company that produces a wide range of consumer and commercial products. A significant part of their business is their commercial products group, which generates a large number of leads each year through various campaigns. The company was looking for a way to optimize the conversion of these leads, particularly as they expanded their product lines. They needed a solution that would provide a systematic approach to lead management and improve visibility into lead follow-up. The challenge was taken up by Chris Nickel, the Sr. Commercial Marketing Manager for Epson America’s five commercial groups. Read More
Solution	To address this challenge, Nickel deployed the Conversica platform within the commercial group handling projectors. This platform was designed to manage the high volume of leads coming into Epson. All leads were funneled through Rachel, their Conversica assistant. Rachel was responsible for following up with every lead, checking in to find out when the lead was ready to speak with sales. She also verified if the sales rep contacted the lead, providing visibility as to which dealers were following up and which ones weren’t. This solution provided a systematic approach to lead management, ensuring that no lead was overlooked and that all potential sales opportunities were capitalized on. Read More Log in to view content
Contents

Applicable Functions

Sales & Marketing

Use Cases

Supply Chain Visibility

Challenge

Epson America, a company known for its consumer and commercial products, was facing a significant challenge in optimizing the conversion of its leads. The company's commercial products group, through campaigns such as “Where There’s Business, There’s Epson,” was generating between 40,000 to 60,000 leads each year. However, the responsibility of optimizing the conversion of these leads fell on Chris Nickel, Sr. Commercial Marketing Manager for Epson America’s five commercial groups. The challenge was that there was no solid process in place for managing these leads, and the situation was further complicated as the company extended its product lines. The effectiveness of lead management was also hindered by a lack of visibility into lead follow-up, making it difficult to track and optimize conversion rates.

About Customer

Epson America is a well-known company that produces a wide range of consumer and commercial products. A significant part of their business is their commercial products group, which generates a large number of leads each year through various campaigns. The company was looking for a way to optimize the conversion of these leads, particularly as they expanded their product lines. They needed a solution that would provide a systematic approach to lead management and improve visibility into lead follow-up. The challenge was taken up by Chris Nickel, the Sr. Commercial Marketing Manager for Epson America’s five commercial groups.

Solution

To address this challenge, Nickel deployed the Conversica platform within the commercial group handling projectors. This platform was designed to manage the high volume of leads coming into Epson. All leads were funneled through Rachel, their Conversica assistant. Rachel was responsible for following up with every lead, checking in to find out when the lead was ready to speak with sales. She also verified if the sales rep contacted the lead, providing visibility as to which dealers were following up and which ones weren’t. This solution provided a systematic approach to lead management, ensuring that no lead was overlooked and that all potential sales opportunities were capitalized on.

Impact #1	The implementation of the Conversica platform significantly improved Epson America's lead management process. By funneling all leads through Rachel, their Conversica assistant, the company was able to ensure that every lead was followed up on. This not only improved the visibility of lead follow-up but also ensured that all potential sales opportunities were capitalized on. The systematic approach to lead management provided by the Conversica platform allowed Epson America to optimize the conversion of their leads, leading to significant improvements in their sales performance.

Impact #1

The implementation of the Conversica platform significantly improved Epson America's lead management process. By funneling all leads through Rachel, their Conversica assistant, the company was able to ensure that every lead was followed up on. This not only improved the visibility of lead follow-up but also ensured that all potential sales opportunities were capitalized on. The systematic approach to lead management provided by the Conversica platform allowed Epson America to optimize the conversion of their leads, leading to significant improvements in their sales performance.

Benefit #1	500% increase in influenced pipeline
Benefit #2	$2M incremental revenue in 90 days

Benefit #1

500% increase in influenced pipeline

Benefit #2

$2M incremental revenue in 90 days

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Overview

Optimizing Lead Conversion with IoT: A Case Study on Epson America

Operational Impact

Quantitative Benefit