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Growth Programme

Reducing CoS
with Sales Pipeline Automation in France

Case Study

A tech platform that needed to get smarter at generating revenue and reduce CoS (cost of sale)

B2B / B2C

33% of revenue from France was operating at 39% CoS for customers going through the sales team. The majority of this revenue came from loyal, recurring customers.

We brought this sales process in house, removing sales team costs and automating sales communications with our in-house CRM.

Outcomes

What happened to revenues and CoS after we moved over to sales automation?

Loyal Customers Stayed, CoS improved

 

In the switch over to automation we maintained 95.2% revenue from this customer group. 12% of these customers transferred to the website to make purchases, further reducing in-house CRM costs.

 

The below graph shows the MoM change in spend of B2B and B2C customer groups over the transition from sales teams to an automated pipeline.

MoM revenue by customer segment during the change over to automation.

Client Quotes

Working with Issy has been extremely valuable to our business. Her in-depth knowledge of sales and marketing, and a calm and collected approach to problem solving, has helped us to highlight and prioritise growth opportunities in several sales channels, enabling us to develop a clearer sales strategy with measurable results. It is pleasure having her as part of our sales team.
Stu Winstone
Stu WinstoneCo-Founder
We brought Issy on board to support our go-to-market strategy, drawing on her deep experience in (software subscription) tech. She guided us through every phase - from client research to content creation, graphic design, message testing, and ultimately our website relaunch and marketing automation. Her great project management kept everything running smoothly, while her friendly, collaborative style made what could have been a tough change process actually enjoyable and productive.
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Mark ReesDirector

Digital Communications for Scale Ups, Start Ups, SME's and Innovative Product Launches

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Issy Nancarrow

Commercial Growth Specialist

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Case Studies