Value Chain Lead Model

Who: A long-standing Precision partner and manufacturer of quality, energy-efficient lighting products, systems and services for more than 125 years.

Business Problem: This manufacturer wanted to extend its data-driven approach to the sales team to accelerate commercial sales growth. They looked to Precision for help them identify penetration and acquisition leads with high dollar potential and prioritize leads for loading into Salesforce to drive field activity.

Precision Action: Leveraging our proprietary Distributor Opportunity Model and industry expertise, Precision was able to initiate the following:

Identify penetration and acquisition leads
Quantify opportunity $ by lead and by category
Prioritize leads by dollar value opportunity
Deliver high dollar potential End-User Sales Leads, Specifier Leads, and Influencer leads to the sales team
Assess and document best practices for expanding data-driven leads beyond trial to other segments and districts