SAB Case Study

Staffing over an 8-month period: 400%

Revenue growth over a 5-month period: 500% increase

For any business to grow, you need the right levers. For example, Water Pure TVT Inc. was having difficulty winning new clients and maximizing their value with existing ones—so they reached out for help from us. 

Our team designed an integrated approach that would target specific audiences based on where potential business could come from (e.g., cold calling vs. online advertising). We also helped them identify what messages were most effective at getting prospects into buying mode. It’s been a resounding success since our work started.

Water Pure TVT Inc.’s sales efforts were inefficient. To find gaps in their distribution network, they analyzed customers by geography: consumer B2C and commercial builders/renovators, etc., finding no coverage for new construction projects from any one group alone. 

The first step was analyzing Water Pure TVT Inc.’s customer base by segmenting them into different categories such as geographic regions, such as domestic vs. international. This process allowed us to discover what opportunities could have been missed out. Only certain groups’ representatives had access to information about prospective clients, while others did not.

With data from new housing starts and commercial activity, we were able to show the company how realigning its sales resources could help it target markets more effectively. We didn’t just re-assign customer accounts. Instead, our insights included information about specific behavior patterns in each market as well as unmet needs that Water Pure TVT Inc. was addressing.

Our approach was successful because it utilized relevant metrics such as residential or business revenues, which allowed us an accurate measure against other companies’ performance.

For Water Pure TVT Inc., we identified an analytical model to calculate each customer’s full potential. This analysis was performed by product category and location to determine where they had the most significant opportunity to grow their business.

Based on attributes of satisfied customers fully served, Water Pure TVT Inc. attentively listened to what was needed regarding their services, taking action through importation into their CRM system. This process allowed them to drive adoption from the front line and take action on these insights.

It was fascinating to see how customers had different needs and preferences regarding Water Pure TVT Inc.’s customer service. For example, some accounts preferred more visits while others wanted less. These differences were based on sales data and focus groups that we conducted during our research for this project.

Introducing the new set of operational roles that would be most appropriate for the customers Water Pure TVT Inc. was targeting. After consulting with us, they increased their front-line sales team by 20%. They also created additional support positions, including one focused solely on analyzing customer needs and converted those into actionable intelligence reports, allowing them to serve clients’ demands better.

When Water Pure TVT Inc. introduced its new front-line sales systems, it was clear that this would be a historic win for all parties involved. The company’s representatives were thrilled to adopt these innovative tools and use data analytics to strengthen connections with customers who had been missing before they were ever even aware of its existence.