HP Boosts Win Rate By 40% With Predictive
- Written by Audrey Goodson Kingo
- Published in Case In Point
Computer manufacturing giant HP leveraged SalesPredict’s predictive capabilities to improve its lead and account scoring efforts.
Challenge:
The sales team for medium and large printers within HP’s Indigo and Inkjet Press Solutions division was struggling to fill their sales pipeline with opportunities that would successfully close. The team needed a solution to help them pinpoint the accounts and opportunities with the best conversion potential, so they could focus their efforts on accounts that would drive the most revenue.
Solution:
HP tapped predictive analytics provider SalesPredict to provide account and opportunity scoring. When integrated with HP’s Salesforce CRM, SalesPredict’s Predictive Revenue Automation solution evaluated HP’s leads and provided scoring. By identifying the leads most likely to convert, the sales team could, in turn, drive pipeline and increase conversions.
Results:
Since implementing predictive, the team’s A/B scored accounts consistently convert at 2x the rate.
“We share SalesPredict's vision for Predictive Revenue Automation because we have seen first-hand how a predictive approach can drive revenue growth,” said Haim Levit, VP & GM of Indigo and Inkjet Press Solutions at HP. “We have increased our win rates by nearly 40% by focusing sales and marketing efforts on the leads, accounts and opportunities with the highest predictive scores.”