More than 70,000 of the target clients of our client had a CRM with a wealth of contact and address information. Additionally, our client had a keen understanding of the characteristics of the customers who use its software platform most successfully and the types of customers that they tend to attract. Instead of randomly launching its sales and marketing efforts on each of these 70,000 customers in a way that lacks process and methodology, they made the decision to develop a lead scoring methodology. Based on pertinent traits they shared (such as manufacturing operations, manufacturing methodologies, product types, technology stack, distribution, etc.), lead scoring enabled our client to divide this list of 70,000 customers into several tiers and buckets.
Once our client had scored 100 of their potential customers in their CRM, they realized they were in for a challenge. The process of going through 100 records took a very long time, and they needed the information right away. In order to scale their lead scoring process, clear the backlog of 70,000 records, and establish an ongoing partnership where all incoming leads would be scored, they came to AskDataEntry.