Challenge
A business and technology consulting organization, specializing in application development and systems integration services, needed to increase the number and quality of opportunities for their e-business and supply chain management teams.

Solution
ResponsePoint designed and constructed a database with information about companies in the manufacturing and distribution sectors. We identified mid- to senior-level operations and manufacturing managers and engaged them in a dialogue about their e-business and supply chain management plans - placing particular emphasis on leveraging the Internet to deploy solutions. Then we assigned points to each record based on company size, budget, timing, and decision authority. The point values were used to segment the database. Each segment was given a relationship development plan appropriate to the potential value of the segment.

Result
ResponsePoint’s successful build-out and segmentation of the manufacturing and distribution database resulted in better than 6% of the records initially qualifying as sales opportunities and entering the client’s sales process. The client was also given the database to begin executing ongoing relationship development activities.

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