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During 2016, the Pitney Bowes Software Support team ran a global pilot program (Case to Lead) to capture sales leads from Support interactions. The Support team did not solicit leads, however were encouraged to actively listen for clients who had unmet needs and then create leads in a structured manner that could be tracked and managed through traditional sales channels. The pilot bought some success when measured against objectives, but also a number of hidden benefits. This presentation shares the process, the challenges and final outcomes (both good and bad). This workshop provides:
Regional Director, Software Support, Pitney Bowes
Publish Date: May 3, 2017
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