We improved the quality of our sell cycle and proposal process, and as a result our close rate increased 33%, while our pipelines increased 575%.
Epsilon is the global leader in turning data-driven marketing into lasting customer relationships. Epsilon provides diverse marketing services, including analyzing data to help their clients better understand their customers, development of strategies, creative services, and branding.
When Epsilon was seeking to improve its business development process they adopted the Adventace methodology. As a strategic marketing consulting firm, selling highly strategic services that are custom integrated and/or configured to meet the needs of each client is a complex process requiring the involvement of a team of Epsilon professionals.
Michael Lavoie, Epsilon’s Senior Vice President of Business Development said, “Adopting the Adventace methodology has provided significant improvement to Epsilon’s business development process. Epsilon has always utilized a team-based pursuit of new business but with the Adventace model we have fine-tuned our process and improved the quality of our pipeline. In fact, our pipeline has increased 575%. We also attribute the implementation of (Management Operations REviews) MORE reviews with improving the quality of our proposal process, allowing for greater Senior Management input into our pricing strategy. As a result our close rate has increased from 27% to 36% since the start of the year.”
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Improved Close Rate