A company recently came to us with a problem they were having.
This company is a national organization with about 2,500 sales people divided by regions and spread across the country. Each region has some unique pricing and content determined by the central office. For this organization, the on the ground sales team is the driving force behind delivering new customers. As such they are on the front lines of customer acquisition and revenue growth. From the sales person perspective, they need the ability to distribute materials to their to their customers which are unique to them including contact information for follow ups yet approved by “corporate” for content and branding purposes. So for example if a sales person meets someone, they need a unique landing page that highlights the product offerings but also includes that particular sales person’s name and contact information so they take credit for the sale and can track or manage their clients.
To date because there was no centralized solution, each region and even individual sales person were developing their own collateral such as landing pages for customers using un-vetted agencies. Therefore each region and sales person was “recreating” the brand image. While they were doing it for the ‘right’ reasons, all these disparate initiatives simply did not fit into the overall corporate brand identity.
That was a simple problem for us to fix. The company wanted a solution that allowed them to manage their brand identity nationally, with regional specific content and services all the while providing their local sales team members with unique distribution tools for their clients.
What we will be doing is utilizing the Smarter Agent mobile platform to build a suite of apps/tools for each sales person with unique contact information and personalization. All the while giving control over branding and content to the brand managers in the central office. Our solution will create one suite of mobile products controlled by the corporate marketing teams with the ability to uniquely cascade down to every region and sales person. It’s a win win for everyone. Corporate can control the content and branding in one place. Meanwhile the sales team members will have a unique set of materials for their customers where they can sell products, maintain relationships and drive sales – with all the credit to them.
That is the power of a cascading platform. It allows for controlled growth through local initiatives.
~ Philip Charles-Pierre, Senior Vice President, Marketing & Distribution