Lenovo Commercial Sales Outreach
Transforming Sales Efficiency and Driving Revenue Growth
by MODintelechyThe Story
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Lenovo faced a challenge in its commercial sales outreach, where APOS Reps and Account Executives needed to collaborate effectively to deliver tailored solutions—from hardware refreshes to warranty renewals. However, the manual effort required to build clear business cases for Account Executives, who manage customer relationships, was creating friction. Lenovo needed a more streamlined approach to connect the dots between data, people, and opportunities. They engaged with MODintelechy to realize this transformation.
The Work
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Leveraging Automation
To address this challenge, MODintelechy started by conducting in-depth interviews with key stakeholders to gain insights into Lenovo’s sales process. Armed with this understanding, we designed and implemented a modular template within their recurring revenue platform. This empowered the sales teams with the flexibility to focus on revenue-generating activities, such as customer engagement, rather than manual tasks.
Understanding the Data
MODintelechy integrated multiple siloed data sources to transform raw data into actionable insights, enabling a data-driven sales force. By providing repeatable insights, we helped Lenovo uncover new opportunities for renewal and upsell, driving recurring revenue.
Selling with Creative
With a solid data strategy in place, MODintelechy turned our attention to crafting the collateral needed to communicate these opportunities effectively. Our in-house creative team designed, copywrote, and built engaging email content for Account Executives. This content facilitated smooth, revenue-boosting conversations with customers.
The Results
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In just six weeks, MODintelechy automated the entire sales outreach process—seamlessly integrating data and creating an outbound email engine. This initiative not only improved the relationship and efficiency between APOS Reps and Account Executives but also led to a significant lift in revenue.
The success of this program prompted Lenovo to rapidly expand it globally, scaling to over 20 countries and adding a second sales motion to capitalize on this momentum.
- Response rates skyrocketed from 5% to 75%
- 20,800 rep hours saved in manual work and outreach
- 7x revenue increase from this sales motion YoY