This is a great example of the overall C.L.A.I.M.™ process because we had to begin by streamlining infrastructure and the internal information management process. We put in an automated mechanism utilizing the Internet, SQL, and custom Extranets for clients to identify and massage the inventory information as it was collected so that it could be turned over to sales and marketing quickly and with more clarity. This allowed proposal to be more effective, detailed and customized with critical information leading to a higher closing ration. We installed and customized SaleLogix to manage Automated Marketing Campaigns, Deal Finding, Leads and Activities.Information and people could be managed more effectively. It allowed more intelligent, fact-based hiring and firing decisions. MarketTech trained employees and found key individuals for mission critical positions.
MarketTech conducted product and market research on new service line, designed a new corporate brochure for that ANSWER program with coordinating pieces and then taught the reps how to proactively market BEFORE plant closings. This was a new entry point in their market and generated a much less competitive sale with higher profitability. NISI's database-driven website and the custom client extranets opened up a whole new market segment in a unique niche.
We were able to identify the problems in one year, find the solutions and then implement them. The website and extranets we built were key assets for the company that gave them a distinct competitive edge. A couple of years later, a national firm, ZoneTrader.com purchased the company partially based on these tools and results.
