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EIMS Transforms EMEA Sales Pipeline for PROS Pricing

 

Background

Specialist pricing optimisation software firm PROS approached EIMS with a view to expanding their sales pipeline across EMEA.  As a result of previous experience, PROS trusted EIMS’ ability to deliver results for complex, high value technology solution sales.  EIMS were invited to tender and secured an initial six month project to develop a major sales revenue pipeline through a multi-lingual inside sales function.  PROS Marketing Director Ed Farquhar explains how EIMS have delivered exceptional results for PROS.

Project scope

EIMS had a track record of success and we were confident that they could deliver results from the outset.  We regarded EIMS as more of a partner than a supplier and so we made the conscious decision to invest in training our EIMS agents and treating them as an extension of our own sales team in every respect.

EIMS worked closely with us at every stage of the project.  They adopted a consultative approach to devising appropriate strategies and establishing objectives and KPIs.  Using their experience in delivering complex inside sales services, EIMS helped us to clearly define key metrics and parameters that would yield results; they took an intelligentapproach to achieving our objectives and exploring new metrics rather than simply focusing on lead volumes.

Services delivered

EIMS delivered multi-lingual inside sales and business development services across several European geographies, including Nordic, Benelux, Spain, France, Italy and Switzerland.   EIMS Targeted key accounts identified by PROS across a range of industry sectors, including chemical, manufacturing and automotive.  The EIMS team proved their ability to develop relationships at a senior level, building their working knowledge of the complex issues faced by PROS prospects to secure high quality appointments at senior decision-maker level for the field sales teams on the ground.  EIMS was able to do this because of the depth of experience of their senior agents.

EIMS’s language skills also proved invaluable.  EIMS is able to approach prospects in their own language, at a native level, with experience and understanding of local business practices and culture.  EIMS really adds value with its multilingual capability and has helped to position us as an international business with a local touch.

Communication and measurement

EIMS truly understood our business and provided us with clear communications and excellent reporting on progress throughout.  I have worked with many agencies over the years and I was truly impressed with the ability of EIMS project managers, in terms of communication, management skills and reporting.  We have always been made to feel important by the EIMS team, who consistently provided support and regular communication – very impressive.

Results

The results have been truly amazing; they have surpassed our expectations on every measure, from number of meetings arranged, through opportunities created right through to deals closed.  As an example, one lead that EIMS generated with an initial meeting recently closed with a deal value of £5.2 million!  Overall, 72% of PROS’s projected business revenue in EMEA is attributed to EIMS-generated opportunities – need I say more?

In fact, we were so impressed with the results that we extended the project and have now been running for around eighteen months.  We are also discussing adding support in new geographical regions to the mix, confident that EIMS can provide outstanding language and all-important multicultural support to help us to grow. 

Learning points and comments

In terms of learning points for people reading this, they key to success, in my view, is adopting a partnership approach.  EIMS are not like other agencies, they are genuinely aligned with our business and capable of understanding our goals; this enables them to devise the right solution and drive the right behaviours to get results.   They are a dedicated team of passionate professionals, committed to achieving excellent results for their clients. They are most definitely not a mere ‘body shop’.  EIMS stands for Quality and they deliver it with excellent customer service.  I would strongly recommend EIMS; they are highly ethical, impeccable in their business practices, plus they are a real pleasure to work with.

About PROS

PROS is the world leader in profitability management and optimization software solutions. PROS software enables companies to increase revenues, market share, and profitability by removing uncertainty from complex pricing processes and decisions.  Its market-leading, science-based software provides the ability to precisely and efficiently analyze, optimize, and execute prices to meet strategic financial objectives. PROS is known for delivering rapid and significant value to its customers, with ROI that increases over time, and low total cost of ownership.

Founded in 1985, PROS has implemented more profitability management and optimization solutions than any other market provider. The company draws from decades of experience and an ongoing investment in R&D to deliver the world’s top pricing software solutions across a diverse set of industries. PROS provides pricing and revenue optimization solutions to companies in the manufacturing, distribution, services, hotel and cruise, and airline industries. PROS operates globally, with world headquarters in Houston, Texas and European headquarters in London, UK. www.prospricing.com

About EIMS

EIMS is a direct sales and marketing agency that offers outsourced lead generation, channel management and inside sales services to help leading technology companies to grow their revenues across EMEA.  Established in 1996, EIMS was formed by a team of sales and marketing professionals working for major enterprises in the IT industry who saw a need for a high-quality, multi-lingual marketing and business development agency specializing in the high-tech marketplace.  EIMS works with global, blue-chip corporations across the globe to deliver multi-lingual sales and marketing services with exceptional results.  www.eims.biz.

 

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Johann Edward

Johann Edward

CEO

Posted on June 27, 2012 by admin & filed under Sales.