Summary: Chicago based corrections software firm, Fieldware LLC, has been in business for over fifteen years. They have grown their successful operation through hard work, quality software, word of mouth advertising and responding to their existing client needs.
Challenges: The Fieldware team had limited focus on embracing a CRM or a lead generation sales process. They tended to manage clients and prospects with their own Microsoft Outlook inboxes and various spreadsheets. Siloed and duplicated communication would occur.
Solutions: Colliver Technology Group (CTG) worked with Fieldware management and the outreach team to evaluate the current situation and offer up recommendations on how to improve sales operations. The first step was to assess various cloud based CRMs and offer up recommendations based on Fieldware’s needs. CTG and Fieldware evaluated four vendors (Hubspot, Base, Nutshell, Highrise) but ultimately decided on Highrise CRM for its ease of use, configuration and attractive per user price point. The implementation and training conducted by CTG brought better collaboration, visibility and increased efficiency with the outreach team and management. The second step was to fine tune the sales process and include outbound prospecting services by CTG to gain appointments and demonstrations for Fieldware management and subject matter experts. CTG utilized outbound selling techniques through phone, email, texting, direct mail and LinkedIn social selling to influencers and decisions makers in the corrections and community corrections industry. Upon using this service, Fieldware saw a dramatic uptick in qualified leads on a monthly basis being passed from CTG to Fieldware. Fieldware would then proceed with the lead with a detailed discovery call, web demo or onsite appointment. The final step was the nurturing of the Highrise database on a consistent basis. CTG implemented a digital marketing program which included a quarterly email newsletter utilizing constantcontact.com to keep prospects and clients informed of what’s new with Fieldware.