Fluke Networks

Technology

Fluke Networks

Fluke Networks is the worldwide leader in certification, troubleshooting, and installation tools for professionals who install and maintain critical network cabling infrastructure.

The Challenge

  • Identify experts in network and data center management in 5 regions of the United States.
  • Profile their needs regarding network management and applications.
  • Identify existing clients who either qualify for warranty renewal or for a more advanced device in a reduced price.
  • Optimize the creation and delivery of marketing emails, and create advanced reports inside Salesforce.com’s CRM.

The Solution

  • Implementation of a continuous development project of lists as a first step. This project included the creation of extended lists of specific leads for the industry.
  • Implementation of a phone interview program that allows to speak with leads inside the networking and technology areas of different United States and Canada regions. This is in order to determine the next steps so the Fluke Networks team can generate sales opportunities.
  • The creation of automatic rules for the assignment of leads directly from Salesforce.com.

The Results

  • Numerous and big business opportunities were generated in many sectors with new and existing clients.
  • Coordination and offering of support in real time to the field sales representatives from Fluke Networks so the appointments can be more effective.
  • The sales pipeline’s value increased in many millions.

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