A GROWTH INTELLIGENCE CASE STUDY
After outgrowing the power of propensity modelling, Teletrac Navman were ready to upgrade their targeting strategy in search of new growth opportunities.
Founded in 1998, Teletrac Navman is a leading global telematics company
and has provided GPS fleet tracking products and services for over 25 years.
To date, the company helps more than 40,000 fleet operators, across 6 continents manage over 550,000 vehicles more efficiently and cost-effectively.
MORE SALES QUALIFIED LEADS
UPLIFT IN LEAD-TO-DEAL CONVERSION RATE
INCREASE IN ANNUAL CONTRACT VALUE
THE ‘EFFICIENCY DILEMMA’
Teletrac Navman had outgrown the power of propensity modelling. Their outbound marketing channel was now so efficient and well-developed, that they found it increasingly difficult to surface new, relevant prospect opportunities. In other words, their pool of good prospects as defined by the propensity model was becoming shallow. The lack of meaningful growth potential was becoming a real problem.
HOW GROWTH INTELLIGENCE SOLVED IT
By combining a large set of Teletrac Navman’s CRM data with Growth Intelligence Signals the team were able to train an Artificial Intelligence unique to Teletrac Navman. The AI began to search for businesses that shared a similar pattern of nuanced ‘signals’ to companies that had purchased in the past, allowing Teletrac Navman to see every UK business prioritised by their true likelihood to convert. Teletrac Navman soon had a renewable, predictable stream of high-converting prospects for their outbound marketing team, and a clear path to growth.
“The response rates from Telemarketing were unbelievably higher than what we had ever achieved.”
Peter Millichap, UK Marketing Director, Teletrac Navman