Managing Director of Enigen UK, Alex Love explains why understanding your customers is so important to sell intelligently in the cloud, with customer experience transformation in sales, service and marketing.
The words “Digital” and “Cloud” haven’t always been associated with a manufacturing Company.
Traditionally, digital transformation is at home within a retailer or insurance company, not perhaps a cement or aggregates business, or an industrial manufacturer.
“Enigen have helped us to design and implement a cloud CRM solution, which will deliver the business a more detailed understanding of our territories, cross and upsell opportunities, and integrated data allowing us to optimise sales people’s time and serve our customers’ needs better,”
Caroline Dale, Head of Customer Excellence, Aggregate Industries
However, competition is getting tougher, demands are getting tighter, and cloud technology is the differentiator.
Enigen work with a number of FTSE 100 organisations using Customer Experience Applications in the Cloud to differentiate their business across sales, service, marketing, quoting and field service; but these tools can be used by businesses of all sizes.
The evolution of manufacturing, especially in Great Britain, has seen continuous improvements in efficiency and speed of production, but also a number of challenges such as:
- Competitiveness – making sure your products stay conventional. This means a greater emphasis on educating and maintaining a consistent dialogue throughout the sales cycle.
- Relevancy – how to relate to your audience for maximum success and revenue. Buyers have more at their fingers tips, a greater ability to shop around as a result of the online world, and this is starting to heavily impact B2B.
- Technology – the competition is using technology to understand their customer better. They are using predictive analytics to get more from their customers, a deeper understanding of their competitors, and tailored messaging and marketing campaigns providing relevant information to customers, partners and influencers.
At Enigen, we have been working with Oracle’s Cloud Portfolio for 10+ years. We don’t just implement the Cloud Solutions, we help to manage change and encourage successful user adoption for unified, companywide success.
We work with a number of manufacturing companies, including Aggregate Industries, supporting and delivering Cloud Transformation.
For Aggregate, this included both Cloud CRM (Customer Relationship Management) and Marketing Automation implementations.
For years now, companies have complained about the lack of a joined up approach between their marketing and sales teams.
Frustrations are often expressed as a result of inaccurate proposals and complex pricing and configuration metrics (CPQ), where large product categories take a long time to prepare quotes – we help vastly shorten it, and remove complexity.
If any of these sound familiar, or you would be interested in hearing what some of our customers have been doing, we would welcome the conversations around how digital change in CRM and Customer Experience tools can help your business.
You can contact us via email: [email protected], or call Charlotte, in our Marketing team on: +44 (0) 203 328 0710.