Multi-Channel Lead Management

Establishing Effective Lead Management in Complex Bank Structures

In order to compete for a market position and to acquire new customers, banks are more and more under pressure to extend their product portfolio and to specifically fine-tune it to their customers but also to offer added values. This is a challenge for every marketing and sales department. However, you can notice a frequent lack of methods for efficiently serving interested people and customer requests. The management of inquiries is not sufficiently structured and not standardised enough with the result that sales opportunities cannot be exploited. That is where professional lead management comes in.

adesso’s process model for systematic lead distribution

In order to guarantee successful sales and marketing efforts, standardised processes must be created ensuring a controlled processing of inquiries from potential customers. In lead management data sets containing information about potential sales opportunities – so-called leads – are split up into processing loops, starting with the data entry, via the routing and the processing to the archiving. Every single step during processing is clearly defined and characterised by a distinct set of rules and regulations. Therefore, after having recorded and qualified a lead, it is then forwarded to the respective staff processing it, such as external partners, agents and specialists. This ensures that potential customers are allocated to a suitable partner in a very short period of time.

For generating a lead management, adesso offers a pre-conceptualised process model with which the individual fields of action can be specified systematically and implemented to such an extent that the complete setting up of a lean management can be realised in the shortest possible period of time. Apart from lead management assessment which implies an actual analysis and in which necessary steps are defined, adesso also offers support concerning the choice and integration of lead management software.


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Optimization of the lead quota in customer portals by means of the modular system “in|ACCESS”
Profit margin of online sales increases significantly
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In this subject area we have already been successful in projects for the following customers: