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Success Stories

Viessmann - Lead Management

Lead management: contacts drive sales

By designing and implementing a comprehensive lead management project aimed at refining the knowledge of different customer profiles from the industrial and residential sectors, we responded to Viessmann's need to improve lead generation by increasing the number and quality of leads to be put in contact with its network of qualified installers to create new sales opportunities.

The German Viessmann Group is a leading multinational heating, refrigeration, and air conditioning manufacturer for homes, businesses, and industries. Founded in 1917, it is still a family business but characterized by a strong international focus, evidenced by its 22 production sites in 12 countries and more than 120 foreign subsidiaries. Viessmann has about 12,300 employees, and the group's turnover exceeds 2.65 billion euros (54 percent is generated abroad). It has been present in Italy since 1992, with an office in Pescantina, in the province of Verona. Research, innovation, and commitment to the environment make Viessmann a pioneering company ready to meet future challenges and achieve the highest technological standards.

Viessmann_Azienda

Challenge

Strategically improve contact management

Viessmann felt the need to improve lead management processes for both the industrial and residential divisions with the goal of increasing the number and quality of contacts to be made available to its sales force, which in Italy consists mainly of qualified installers certified as "Energy Efficiency Partners."
It was important not only to generate new leads, but to set up a useful profiling logic to get to know the target's needs in depth and to identify lead management processes capable of offering each contact a positive and relevant customer experience and keep the company's brand reputation high.

Viessmann_Case

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