Tangence Case Study: HCL
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HCL Tech identified a 28% loss in sales opportunities due to lack of a referral process for the workforce and insufficient incentives for account growth. To address this, they implemented a LeadGen portal that allowed employees to refer clients, resulting in $50 million of closed business in the first year, despite challenges such as manual processes and usability issues. Tangence developed and integrated a robust solution that improved user experience and linked the system with HCL's existing databases.
Tangence Case Study: HCL
- 1. 1 Copyright © 2014 Tangence Inc. All rights reserved. November 7, 2014 Tangence Case Study: HCL
- 2. 2 Copyright © 2014 Tangence Inc. All rights reserved. Client Problem HCL Tech has almost 70,000 employees who are working on different client projects, either on-site or off-site. While doing an internal audit, they identified that, HCL Tech is losing almost 28% of sales opportunities from existing projects/clients. They identified three key reasons behind this business loss The need was to put a system in place that could help the workforce indicate sales opportunities and direct them to the right sales team Workforce has no process idea of referring opportunities to the sales team Account growth not incentivized Account growth not formalized as part of their KRA
- 3. 3 Copyright © 2014 Tangence Inc. All rights reserved. Client Problem To tap this opportunity, HCL implemented a LeadGen portal, wherein, there would be a simple form, that the employees could use refer clients and projects. The sales team will then review the data and go out to tap these opportunities. The pilot got very good response and in the 1st year of implementation, HCL Tech was able to close around $50 Million of business. The system, however, had some key challenges: - System was not automated - No connection to HCL Tech SAP application which stores all employee database - No way to map results to implement incentive program - Usability issues as the system was just a single form.
- 4. 4 Copyright © 2014 Tangence Inc. All rights reserved. Tangence designed, developed and implemented the LeadGen Portal at HCL Tech environment, working with 6 different stakeholder teams of client. What we did Developed an engine which has high UI/UX value LeadGen team could promote/run campaigns from the LeadGen portal Single repository of all the activities pertaining to Lead lifecycle. Portal with single sign on from HCL Tech SAP database 3 way API integration - SAP, LeadGen Portal & Salesforce (where Lead Management Module is developed for sales team to work on) Our Solution
- 5. 5 Copyright © 2014 Tangence Inc. All rights reserved. Actual Screens Total leads delivered: 58 Campaign duration: 15 Days
- 6. 6 Copyright © 2014 Tangence Inc. All rights reserved. Client Speak “It was a great experience to collaborate with Tangence on this project. We loved the way team understood our requirements and helped us in building a robust lead gen solution. It was great working with you guys!”
- 7. 7 Copyright © 2014 Tangence Inc. All rights reserved. Thank You