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REENGINEERING THE SALES FUNNEL

Growth Lanes - Market Expansion | Technology

The Growth Opportunity

Mitsubishi Electric manufactures and sells best-in-class ductless heating and air products, leveraging a robust distributor network to target consumers. A distribution sales model provides many advantages in market expansion but can limit insights on the effectiveness of a sales campaign. Mitsubishi could not track a lead generated from marketing to final sale because their customers managed prospects once converted. The good news is they were open to change.


The Highlights:

  • Disrupt the sales funnel changing the way customers buy
  • Access to sales analytics they could not track prior
  • Building custom technology and framework that would scale to other markets

PLAN METHODOLOGY

GROWTH &
STRATEGY PLANNING

BUILDING A REVENUE
GENERATION SYSTEM

DRIVING
GROWTH

GEO-TARGETED LEAD
GENERATION CAMPAIGNS

FULL SCALE REDESIGN
OF BUYING PROCESS

EXPAND CAMPAIGN TO NEW
GEOGRAPHIC MARKETS

PLAN METHODOLOGY

GROWTH &
STRATEGY PLANNING

GEO-TARGETED LEAD
GENERATION CAMPAIGNS

BUILDING A REVENUE
GENERATION SYSTEM

GEO-TARGETED LEAD
GENERATION CAMPAIGNS

DRIVING
GROWTH

EXPAND CAMPAIGN TO NEW
GEOGRAPHIC MARKETS

MEASURABLE OUTCOMES

A SCALABLE SYSTEM THAT TIED DIGITAL SPEND TO SALES INSIGHTS

NEW TECHNOLOGY ENABLES EQUAL DISTRIBUTION OF LEADS TO DEALER NETWORK

“Changing the buying and selling experience allowed Mitsubishi to improve metrics and trackability in a complex sales process. When the pilot expanded to additional markets, it validated our thinking. It’s gratifying to test new thinking and see it work!" 

Kathy Steele,
Red Caffeine

WHAT IS YOUR
BEST OPPORTUNITY
FOR GROWTH?