Client
Q-Free is a leading global supplier of solutions and products for Road User Charging and Traffic Surveillance having applications mainly within electronic toll collection for road financing, congestion charging, truck-tolling, law enforcement and parking/access control. The company has 240 employees in 12 locations and representatives in 16 countires.
Challenge
Q-Free work on a global market where their clients always request for tender and these clients are normally breaking new ground. Their sales process is long. When they are in a process with a big client they are usually in a highly competitive situation. They needed a better understanding on what bids they most likely would win.
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Solution
ProspectFinder sends out 19 tailored leadreports, based on geographical areas as well as one on existing clients' activitiy, to all the different sales regions on a weekly basis. Enecto's B2B Ananlysis solution provides an overview of the effectiveness of their website linked with market campaigns, press releases, articles etc.
Result
The ProspectFinder reports give them a heads up, and they can often identify that an organisation has a requirement before the tender process, and take action before their competition. It helps them to focus their resources on the right clients at the right time. The B2B analysis highlights whether they are focusing on the right things from a marketing perspective and it helps bring the marketing and sales divisions closer together. |