Case Study
HBK case study: qualifying cross-selling and upselling opportunities
The Objective
HBK provide a wide range of sensors including high-spec sensor solutions designed to reduce time-to-market by simultaneously performing tests, retrieving and analysing data and aiding decision-making.
After the COVID-19 pandemic, like many organisations, HBK experienced supply chain issues which caused long delays due to shortages of raw materials. To alleviate pressure on the supply chain and continue to drive revenue, they devised a strategy to focus on products they had available that were unaffected by supply chain delays, which included their suite of software products.
They identified a number of clients who had purchased hardware, but not the accompanying software that offered advanced performance monitoring and analytical features. This provided the perfect opportunity to cross-sell and upsell software products, but with limited sales resources, they needed us to make the initial engagement on their behalf.
The Approach
We were provided with 250 contacts who had purchased hardware but no software. These contacts were located in 29 different countries, so we used our full global team of business developers to conduct the outreach.
Our team speak a total of 20 languages, so were able to reach out to each prospect in his or her native language and time zone to discuss arranging a software demo.
We used a combination of telephone calls and emails, and made a total of six outreach attempts to every contact.
The Results
From the 250 global contacts, our business developers successfully engaged with 21% of the prospects.
This resulted in us passing over 53 qualified leads to the HBK software sales team to follow up for a software demo.
