LEADING EUROPEAN TELCO
Increasing Digital Sales in the B2B Sector
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The story
Designed a portal to support complex B2B acquisitions in digital
Supporting sales processes for Large Enterprises were addressed in a separate inititiative.
THE CHALLENGE
Acquisition of new business customers on digital channels is a traditionally difficult task for telcos
A full-blown FMCC product portfolio makes it is even harder. There was a need for a digital tool that supports the understanding and the benefits of the offerings.
OUR APPROACH
We focused on lead generation
B2B sales is dominated by personal contacts and calls, therefore we concentrated on generating leads via clear explanation of the offering. This approach also prevented the effort of rewiring the order management processes.
Customer journeys were segmented based on organization size. Our research clearly showed different needs and different digital maturity levels. Thus, requiring different approaches in explaining the B2B products, ultimately alleviating major workload from the sales representatives.
THE Result
Our customer operating in the EU successfully implemented the B2B sales portal for VSEs and SMEs
Information architecture and presentation were drastically improved, resulting in a double digit increase of collected leads on the new portal.
This success story is brought to you by Mito Digital
We create human-centered interfaces for enterprises of the digital era.
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