Increasing conversion of high value sales leads

Business Issue

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Our client wanted to identify the pinch points within their customer journey to understand why leads weren’t converted to sales.

Whilst their sales force was continuing to generate a high volume of leads, sales conversion needed improvement.

Insitas Delivered

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Insitas mapped out the journey touchpoints and identified the weaknesses at each one.

The value of staff contact was qualified and its role and impact throughout the process was established.

By drawing on national and regional performance, we identified intra-company differences so internal best practices could be implemented.

Actions Taken

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Our client used the insight to  initiate a range of tactical and strategic solutions which included a ‘quick win’ from sharing best practice internally, through to additional administrative resource to support appointment setting, improved training and a review of finance options.

Optimisation in the present and gifting category​

Business Issue

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With continually changing consumer tastes, optimising the range within the present/gifting category presents a real challenge to manufacturers and retailers. ​

Our client – a leading manufacturer – needed deeper shopper understanding to identify key success criteria and range opportunities to support their retailer partners. ​

Insitas Delivered

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Using a range of techniques, Insitas was able to identify un-met range opportunities as well as key category purchase triggers, linked to different shopper missions.  ​

The impact of store size was highlighted, leading to different category product recommendations to maximise both success and customer satisfaction. ​

Actions Taken

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The insights were vital in allowing our client to lead discussions with their partners in order to improve future collaboration.​

The overall recommendations created a clear plan to enable our client to provide essential feedback to a key retailer to futureproof and build their range. ​

Generating additional revenue from a parking solution​

Business Issue

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Having invested significantly in launching a new parking solution, our client needed to accelerate revenue growth from the offering.​

The parking solution was aimed at the price sensitive parker – a major segment of the overall parking market.

Understanding the key usage triggers was vital to creating an effective digital communications plan to target new users and drive increased share of wallet. ​

Insitas Delivered

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Key drivers of choice amongst the early adopters were determined, based on specific usage occasions.​

Exploring the path to purchase revealed brand and product perceptions for different customer profiles.​

Linking these together enabled us to define the best communications messaging per target segment for growth, along with implications for activity timing.​

Actions Taken

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Our client identified a number of quick wins to improve the overall experience with the product, boosting word of mouth recommendations. ​

Changes to the offering were developed to attract new users, as well as preventing cannibalisation of another client product.​