The challenge
Xerox were distributing leads into the European sales channel
using a fire-and-forget email system. Visibility and tracking was
poor, and ROI was difficult to measure.
The solution
Signals implemented a web based lead distribution and management
system. The Online Management System (OMS) tracks leads and
channel partner activity to give Xerox total downstream
control and visibility. The 'hotmail' style portal is easy to
use and allows leads to be followed from point of generation
(banner, newspaper, and phone) through to closure.
The OMS has now run over forty campaigns across eleven
countries, and has distributed approximately four millions
leads to over six thousand channel partners (as at August
2009).
"The result reporting can best be described as watching
a sports event live and direct as opposed to a replay. It makes a
BIG difference."
