Streamlining customer acquisition for Energija Plus with Constant Contact

Energija Plus, a leading Slovenian supplier of electricity and natural gas, and a pioneer in self-sufficiency solutions, sought a comprehensive tool to enhance their customer acquisition process. With a growing demand for their services, Energija Plus needed a solution that could seamlessly integrate marketing and sales efforts to manage leads effectively and provide full visibility over the entire acquisition funnel.

Challenges

Energija Plus faced several key challenges in optimizing their customer acquisition process:

• Lead Generation and Management: The company needed an efficient way to generate and manage leads, ensuring that potential customers were nurtured appropriately through the sales funnel.
• Integration of Marketing and Sales: The marketing team required a tool that could support their activities in attracting and nurturing leads, while the sales team needed to take over when leads were ready for conversion.
• Comprehensive Process Overview: Leadership needed a system that provided a clear overview of the entire acquisition process, from initial advertising efforts to final sales closure.

Our Solution

We implemented Constant Contact (formerly SharpSpring) as the central tool for managing Energija Plus’s customer acquisition process:

• Seamless Lead Management: Constant Contact was utilized to manage leads from the moment of acquisition through to conversion. The marketing team could efficiently capture, nurture, and score leads, ensuring they were well-prepared for the sales team.
• Integrated Marketing and Sales: The tool allowed for a smooth handoff from marketing to sales, with the sales team taking over leads when they were ready to be converted. This integration ensured that no lead was lost in the transition between departments.
• End-to-End Process Visibility: Constant Contact provided the leadership team with a comprehensive overview of the entire acquisition process. They could monitor progress from advertising and marketing activities to the final sale, all within a single platform.

Results:

• Improved Lead Nurturing: The marketing team was able to effectively nurture leads, resulting in a higher conversion rate as leads moved through the sales funnel.
• Efficient Sales Handoff: The integration of marketing and sales processes reduced friction and ensured that sales teams received well-qualified leads, leading to faster and more successful conversions.
• Enhanced Process Transparency: Leadership gained full visibility over the customer acquisition process, enabling better decision-making and strategy adjustments based on real-time data.

By leveraging Constant Contact, Energija Plus streamlined their customer acquisition process, bringing marketing and sales efforts together in a cohesive and efficient system.

This integration not only improved lead management and conversion rates but also provided leadership with the insights needed to drive continuous improvement in their acquisition strategies.