Sales productivity increased by 15 %.
Cross-selling five times higher.
Average volume per new order 12 % up.
Problem
The customer is a global company that designs, develops, manufactures and distributes medical devices for the treatment of heart-related diseases.
It offers an extensive portfolio of products that sets industry benchmarks for medical heart interventions. It regularly brings new products to the market and tries to acquire new customers.
The company operates in more than 60 countries across six continents. It has regional sales offices and manufacturing facilities located in Europe and the Asia Pacific, providing support to direct sales teams and distributors.
The German B2B sales teams provide direct support to more than 300 direct customers in the medical industry. This organisation focuses on selected target and key customers, discovering around monthly 50 new sales opportunities, with different order volumes. Sales have healthy grown in the past years. However, until now, most of the cross- and up-selling sales opportunities were unknown to the sales representatives.
The primary goal of the Sales Director in Germany is to find and close new sales opportunities faster and with higher margins. He also wants to know how every salesperson can become more efficient.
The customer calculated sales trends, performance reviews, and evaluations from its ERP (Enterprise Resource Planning System) manually using spreadsheets (MS Excel). It was a time-consuming, limited and error-prone process.
Due to this manual sales and operations planning process, there was insufficient collaboration among Key Account Managers, Sales Director and Inside Sales.
In addition, there was the ongoing lack of sales resources. The company has been struggling to fill sales vacancies, and the sales team was overworked.
Solution
The customer has implemented Qymatix predictive sales analytics together with the Qymatix CRM for small sales teams.
Qymatix SaaS solution enables faster decision-making by analysing the customer’s ERP data. Tasks are easily distributed through the Qymatix CRM. The Sales Director can now set the right priorities faster.
Qymatix solution automates sales analytics, avoiding mistakes, saving time and identifying sales trends. Our software offers powerful forecasting capabilities for sales planning and control.
With Qymatix the sales team can visualise hidden opportunities within their existing B2B customers. Key Account Managers can quickly identify low-hanging fruits, cross-selling and quick wins.
Since Qymatix offers data visualisation, predictive analytics, and a customer relationship management all-in-one, the company estimated savings in Business Intelligence implementation costs of around 70 %.
As an additional point, the surge in sales efficiency reduced the pressure to hire new key account managers.
Results
By using Qymatix Predictive Sales Analytics and Qymatix CRM, the customer increases the productivity of its sales team by approximately 15 % and its cross-selling by five times.
In addition, the company experienced an increase in the average volume in euros per opportunity of up to 12 %.
Unnecessary hiring a new key account manager was momentarily put on hold.
“Qymatix Predictive Sales Software makes customer attrition risks and untapped sales opportunities over hundreds of customers and thousands of products easily accessible.”
Hermann Waselberger – AET Entwässerungstechnik GmbH
“Qymatix helps growing medium enterprises to find undetected business opportunities with existing customers. With a thousand active ones in our portfolio, Qymatix Predictive Sales Analytics is exactly what we need.”
Daniel Schuster – Welotec GmbH
“Qymatix is how innovation works today: developed together with the end-users and with the most powerful technology.”
Peter Dern – software AG
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