- CASE STUDY
Accelerating marketing initiatives to grow engagement, referrals and conversion
Published on January 19, 2023
Solutions Metrix
Your CRM Solutions Leader
5 minutes read
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INCREASED REVENUE
by increasing communication and visibility of referral program
OPTIMIZED ENGAGEMENT
through end-to-end communications
INCREASE ACCURACY
through advanced analytics of campaigns, data and strategies
ABOUT THE CUSTOMER
President Door-Windows (PDW) is a leader in the installation of doors and windows in the Quebec market. They primarily operate in the B2C renovation industry and has created a UVP; they are the only window on the Québec market that blends an insulating-foam injected PVC frame with a sealed unit that’s highly energy-efficient. They offer a one-of-a-kind product in Québec and provide energy-efficient performance that’s second to none.
CHALLENGES AND BUSINESS PAIN POINTS
PDW, although a leader in the windows and door market, have heavily relied on traditional ways of recruiting consumers; telemarketing, cold calls and door-to-door services.
They are now facing a new reality; in order to grow exponentially, they need to integrate a digital component to their strategies, alongside their traditional ways, in order to cater to both an older generation and a new up-and-coming crowd of younger, tech-savvy homeowners.
Their product technology speaks for itself in regard to staying ahead of the curve and being innovative, but their processes and ways of communicating also need to be at the forefront and utilize digital and integrated technologies in order to keep up with growing demands and the specific expectations of their clientele.
As things were previously done via phone calls and on paper, they found the need to digitalize their processes. They had two main objectives; better nurture and engage from lead to conversion, and increase post-purchase automated follow-ups, to accompany the client through the process of their renovation and reduce the stress on the rep or salesperson to manually follow up constantly with the client.
Given that people only renovate windows and doors once in the lifetime of a homeowner, replenishment was not something relevant for PDW, however, cross-selling to those who renovated one of their service, or partially-renovated was important.
Finally, they wanted to increase referencing to friends and family members to increase sales and revenue from one client.
SOLUTIONS
- Better sales to marketing alignment: with teams scattered across different regions, we were able to optimize processes and data collection to ensure standardization between sales and marketing.
- End-to-end engagement strategy: we assisted PDW in creating and launching a full emailing strategy across the buyer’s journey, including nurturing and referral strategies.
- CRM and Marketing alignment: PDW launched a CRM project with Solutions Metrix in 2020. With that, the marketing automation project completely aligned with CRM in order to ensure legal compliance for marketing communications.
- Integrated tools: website analytics through Google Analytics (web tracking code) and social integration ensured a 360 vision of marketing initiatives.
- Platform and market best practices: we assisted PDW creating, analyzing and optimizing their marketing strategies, by doing A/B testing programs, content testing, as well as complete training on best practices of the tool.
- Customer Excellence through data: through lead scoring and data segmentations, we were able to better analyze their clientele, their interest, and their needs, to provide more relevant communications.
- A clearer vision now and for the future: the solution was implemented with a well-structured plan but also a vision for what is to come next. With that, we clearly mapped the current and most urgent needs for quick implementation, but also a roadmap for optimization and long-term goals.
CONCLUSION
Solutions Metrix applied its expertise and, in close collaboration with the PDW team, ensuring the success of this project by reaching its marketing goals and objectives
Through this project, PDW gained a better understanding of their clients, and their communication touch points across the buyers’ journey and optimized the marketing and sales team’s time by automating communications and activities
They also ensure complete analysis of their campaigns to ensure continuous growth and engagement
LOOKING FOR A TAILORED CRM SOLUTION?
Are you in need of upgrading your current CRM software or migrating to a new one? Look no further than Solutions Metrix. Our team of CRM experts have over a decade of experience in providing platform-agnostic CRM solutions to top banks and financial institutions throughout the United States and Canada.
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