Elixir - Technology & Software industry - Outsmart your competitors

Elixir's view on the industry

From experience, we know that technology and software companies are mostly focusing on their product. However, customers are more and more searching to implement solutions that help them face business challenges and complete their jobs to be done. The tool as such becomes subordinate to the objective. Understanding what companies are trying to solve is key to building trust and close deals.

Therefore, Elixir is helping companies in the technology and software industry to focus on solution-selling instead of product-selling by building up the customer profile and aligning Marketing, Sales, and Service.

Solutions for the technology & software industry

Aligning commercial teams and processes

The decision-making process for technology & software companies can take up a lot of time, depending on the complexity and price of the solution. Therefore, implementing best practices to keep prospects engaged and stay top-of-mind is important to convert them into customers. This is a joint effort of both marketing and sales.

Sharing information between marketing and sales helps in personalizing and automating prospect follow-ups to not miss any opportunity. This information is also useful to communicate the value they can bring for the prospects during their decision process so as to build a relationship. Based on online behavior data with marketing content, for example, sales can know which leads to prioritize and which pain points to focus on during the conversations. By providing marketing with insights on why leads did or did not convert, they can further optimize the marketing strategy.

Building up the customer profile

Technology and software providers often offer a broad range of tools and features, packaged in different pricing plans. Take a software company such as HubSpot, for example, which offers marketing tools, sales tools, service tools, CMS software, etc. A customer of one set of tools may also be a good fit for other tools.

Therefore, it’s important to collect customer data from different sources (conversations with sales or service employees, online engagement data, ERP data, …) in a central location and start building up the customer profile. Knowing for example, which software a company is already using, which growth rate they have and the challenges they face, is very valuable for identifying upsell and cross-sell opportunities. Additionally, it increases the internal efficiency as well as customer satisfaction by reaching out at the right time with relevant proposals.

Ensuring a good user adoption

When introducing new technologies and processes, it’s important that the users are embracing it. Although this may come more naturally for employees in the technology and software industry, change management should not be forgotten to make sure the new processes are correctly followed, the systems are used and data is being stored.

During the implementation of a CRM solution, we let key users give their input, which is essential for a smooth adoption. We also give role-based training sessions, adapted to the daily operations of the users. After the implementation, we frequently check on how things are going during feedback sessions, so we can align on which optimizations should be done on technical and functional level.

Customer cases

Re-imagining sales processes with Capture One

Discover the story of how we re-engineered the sales processes of Capture one, with the help of an integration HubSpot - Microsoft Business central.

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HOW WE HELPED ADIFO REDESIGN THEIR SALES PROCESSES TO IMPROVE THEIR EFFICIENCY AND REPORTING

Adifo had sales managers that were mostly focused on upselling products to current customers rather than hunting for new prospects. In order to scale up, they need to change this mindset.

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OUT-OF-THE-BOX SAP BYDESIGN TO HUBSPOT INTEGRATION WITH ELIXIRSYNC

Signavio needed to integrate their SAP ByDesign with HubSpot. This enabled them to better manage their leads and improve their operational efficiency.

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HOW SIMAC DID BETTER MARKETING ROI REPORTING WITH A HUBSPOT - SAP INTEGRATION

Read how Simac did better Marketing ROI reporting with a HubSpot - SAP integration.

The sales department is using SAP Hybris Cloud for Customer as their CRM system. The marketing department uses HubSpot to attract new prospects using the Inbound methodology. ElixirSync provides the handshake between those 2 departments.

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HOW WE LEVERAGED HUBSPOT INTEGRATIONS TO BOOST CAST'S DATA-DRIVEN CAMPAIGNS

CAST Software enhanced their campaigns with an integration between their CRM and HubSpot. This enabled them to leverage the data that they had on the contacts in their marketing activities.

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