Sage CRM.com

Katalina Media Ltd

London

The problem

In 2009, Katalina Media established a corporate film production division. Previously, their customers were predominantly within the broadcast sector and business was largely conducted through their Film Producers and their long-term relationships.

As part of their strategy they required a process-driven, sales automation system. They needed to target new corporate businesses and organise their sales effort in a way that would allow them to scale quickly.

How Sage CRM.com helped

Through their implementation plan they designed a lead generation / tracking process and sales engagement / opportunity process.

Sage worked with them to understand their requirements and quickly mapped out an initial design. Katalina Media tested this and provided feedback. Sage made the necessary modifications to the system. This whole process took approximately 6 weeks from design to go-live.

Katalina Media now regard Sage CRM.com as core to all of their sales and marketing activities. Their sales agents work on weekly campaigns targeting a wide range of markets. They need to rapidly assess the impact of a given campaign and increase or reduce focus as appropriate.

By using the advanced functionality of Sage CRM.com, they are able to look at prospects in detail and identify which campaigns are performing best and allocate more time to them.

Once an opportunity is identified they have a clearly defined sales process with each stage tracked within Sage CRM. The software allows them to see where in the sales cycle deals are ‘stalling’, allowing management to quickly address any issues and help reduce the sales cycle and increase the number of customers signing up.

"The ease of use and flexibility of the system has allowed us to rapidly implement and evolve our sales model helping to contribute to a 240% YOY revenue growth."

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