Incisive Media Ltd, a leading global business-to-business information provider, has selected Workbooks CRM to enable its teams which are selling annual subscriptions across a range of online and print titles in London, Hong Kong and New York.
Incisive Media has grown from the publisher of a single B2B financial magazine to a global business media company that prides itself on its entrepreneurial culture, creating market-leading products for the main areas of financial services, with leading brands in the financial, legal, accountancy and IT sectors. Incisive Media aims to bring product provider and purchaser business communities together using all the varied platforms available to a modern information business.
Whilst Incisive Media has sophisticated subscription management and publishing systems, the sales team were reliant on a relatively simplistic CRM system to manage the requested trials and renewals. This was successful in selling subscriptions to individuals, however when the corporate strategy moved to selling enterprise licences to companies rather than individuals, it quickly became apparent that the team required a sales tool that would give them a company view.
“Now my team is focused on selling to multi-national businesses rather than individuals, a key requirement is to understand how a company is structured, and to do this we need to group individuals at a company level, have visibility on who is speaking to whom, about which products, and at which sites across the globe,” said Michelle Godwin, Global Key Account Sales Director at Incisive Media. “Although the old system gave us the basic information we needed, this is a much more sophisticated sales process, so sharing data, tracking activities, visits, calls and meetings, as well as maintaining an email history at a company level is essential to us.”
With no central tools to help individual sales executives to plan and record their activities, the sales management team was struggling to understand the sales pipeline and produce reliable forecasts. It was difficult to ensure processes were being followed correctly, and it wasn’t possible to track individual KPIs such as the addition of new business contacts and new client meeting activity.
“We wanted a way to monitor and improve our sales processes, and desperately needed a world-class CRM solution to store the customer profiles and market intelligence that our sales execs are gathering,” explained Michael Lloyd, Global Head of Enterprise at Incisive Media. “So we worked with our Group Data team to identify and assess a number of suitable vendors, and from a shortlist, we selected Workbooks due to its intuitive user interface, ease of configuration and superior flexibility.”
Ian Moyse, Sales Director at Workbooks, said “We are proud to be selected by a company renowned for investing in its future and a leader in their sector. A growing number of businesses are selecting Workbooks CRM for its intuitive user interface and high user adoption rates, and Incisive Media will benefit from our exemplary track record of availability and performance. Business leaders are quick to recognise the benefits of a partnership with Workbooks including cost-effective licence pricing and integrated implementation, training and support services from one supplier.”
Following the successful deployment of Workbooks CRM for the global sales team, there are plans for Workbooks to become a core business application with interfaces to other departments and systems including customer service, marketing and the website.
Incisive Media is one of the world’s leading B2B information providers, serving the financial and professional services markets globally. Bringing product provider and purchaser business communities together in print, in person or online, Incisive Media has an unquestioned reputation for delivering high quality, timely information in whatever format best suits our customers. With an unrivalled passion for the products they produce, over 750 staff across 3 continents providing an ever increasing range of valuable marketing opportunities, enabling the professional communities we serve to do more and better business.
Workbooks.com delivers world-class CRM and business applications to the mid-market, at an affordable price and with functionality that transforms business. Unlike traditional CRM solutions, Workbooks.com extends beyond sales, marketing and customer support to include order management, order fulfilment, invoicing and supplier management. This business functionality is delivered out-of-the-box at a price which is typically 50-70% less than enterprise solutions such as Salesforce, Microsoft Dynamics and Netsuite.
For more information visit www.workbooks.com.
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