ABOUT
Advantage Engineers is a nationwide company that manages all types of telecommunications projects from coast to coast. From their 18 locations, they’re focused on delivering quality engineering consulting services and solutions that meet the complex tele-communication needs of their customers.
ChallengeS
Advantage Engineers used an app built in Salesforce’s platform called Site Tracker, which was strictly a project management software. It worked well for their project management team but not for their whole business. Their business development team did not have a system in place for tracking sales leads and contacts, and the team was relatively new. The team needed automations because they were manually tracking contacts through spreadsheets. They needed software to record and track their contacts, business engagements, and communications, so they reached out to OBO to set up their Salesforce instance to log all contact points with leads.
SolutionS
OBO interviewed the stakeholders within the company to find out Advantage Engineers’ requirements to create an efficient system that caters to their specific business processes. The initial step OBO took was setting up the ability to track contacts, companies, and leads. Then, they added fields specific to their industry and needs, all gathered through several meetings with Advantage Engineers’ teams.
The company has various projects that span several months to even years, so each project has different budgets monthly. They needed a holistic report to forecast their expenses to allocate resources appropriately. So, OBO added a custom forecasting report feature to their Salesforce instance to provide a transparent view of all their expenses.
After OBO set up their Salesforce instance, Advantage Engineers wanted to boost their marketing efforts to help the business development team. They wanted to expand their digital visibility, so OBO set up Google Ads and optimized it to ensure that they’re reaching their target market. OBO also created email copy and set up sequence emails on Salesforce to provide automated responses to leads depending on the actions they took on Advantage Engineers’ website and emails. OBO also revamped the available content on their website, such as case studies and blog articles, to increase their reach through SEO.
Advantage Engineers’ procured HubSpot to increase their marketing efforts, and OBO built the contacts lists to segment their audience to provide the right messages to the right people. OBO guided Advantage Engineers in setting up their CRM and marketing efforts, and they continue to provide support in both areas. The cold email campaigns that OBO helped build have resulted in many conversions, and the business development team and marketing team of Advantage Engineers have now expanded three-folds.