Integrated Building Maintenance focused marketing efforts on email campaigns, online marketing and social media to find sales leads. Despite its marketing efforts, the property services company was having trouble identifying qualified buyers with current purchasing needs. The company evaluated several e-procurement platforms that did not meet expectations, providing no opportunity to highlight its distinguishing characteristics.
Integrated Building Maintenance was already receiving business and leads through the Ariba Network so they decided to try Ariba Discovery, which simplifies the process of lead generation by instantly matching buyer requirements to supplier capabilities. With Ariba Discovery, Integrated Building Maintenance is able to highlight its tech capabilities, green initiatives, and broad service lines, differentiating itself from competitors.
“Ariba Discovery has expanded our lead funnel by 35 percent. Plus, due to the collaborative nature of this service, leads are typically about 20 percent more qualified than those coming from other e-marketing sources.” Explains Taylor Gifford, National Sales, Integrated Building Maintenance.
Integrated Building Maintenance saw amazing results with Ariba Discovery. In addition to increasing their buyer response and lead conversion rates, they secured a $500,000 snow removal contract from a large retail chain and recently bid to provide additional services at more locations to expand the contract to over $1.4 million.
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