- Marketing & Lead Management
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ActionWare for Marketing & Lead Management
While there are many elements
to a successful marketing program, few are as important as
having a steady stream of new leads entering the sales cycle
Marketing and Lead
Management typically focuses on the information going to
the marketplace about your products, services and company,
the results produced by specific marketing activities, and
the identification of leads that can be qualified and sold to
by the sales force.
The business activities here
include tracking lead sources (advertising, product
literature, direct mail, purchased lists of leads, trade
shows, etc.). Performing marketing surveys (telephone or
mail-in), telemarketing for lead identification and
qualification (pre-sales tasks), and measuring the success
rate versus costs of each form of marketing for your company
in your industry.
- A database to access
detailed information about leads and customers so
that marketing materials information can be targeted
to specific industries, product interests, or key
positions within a company.
- A quick way to select
records from the database so that call or letter
campaigns can be focused on the right companies and
- An efficient way to track
where each lead came from so that successful lead
sources can be fully exploited and unsuccessful
sources can be eliminated or de-emphasized.
processes so that all key information needed for the
next sales step is collected during the phone call.
- An easy way to lead
marketing or telemarketing staff through consistent
- A simple method to create
a direct mail piece and automatically send it to a
targeted group of accounts and to automatically
schedule a follow-up sales call, if desired.
- An automatic way to track
each action that occurs during the lead qualification
process so that sales process and lead qualification
costs can be more accurately estimated.
- A way to track leads from
inbound calls generated by advertising and to
distribute these leads to the appropriate sales team
or distributor organization.
- An integrated,
multiple-step campaign scheduler/manager so that each
step of a campaign can be executed by assigned staff,
monitored for percent completion, and evaluated as
part of an overall marketing campaign.
Marketing and Lead Management Functions
The ActionWare400 Contact
Manager is the key source of information about leads and
customers. The user-definable screens ensure that
ActionWare400 accurately reflects your customer profile. If
you purchase names from list vendors in your industry, you
can load them into ActionWare400 and then begin the
Filters and Campaign
Management provide an easy way to segment your total lead
database, focusing on those that meet certain criteria and
then scheduling one or more actions for that defined group of
The ActionWare400 Activity
Manager handles both the scheduled and completed actions from
marketing campaigns and lead qualification tasks. The who,
what and when is tracked automatically for each action as it
occurs. This detailed action history makes it easier to
determine what worked and what did not in the marketing
If providing an inbound lead
processing service for a distributor or manufacturer network,
ActionWare400 with ActionCTI provides a direct link to
CallEnabler400 for automated call processing by 800 number.
An add-on distributor look-up facility using telephone
numbers or zip codes is also available.
A direct link to IBM AS/400
faxing facilities makes it possible for marketing employees
to respond immediately for information without leaving their
ActionWare for Marketing & Lead Management is
just the solution for your marketing needs.