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  • The Superyacht Group

NetSuite Helps Media Leader Add 20% to Annual Revenues

 

Customer Challenge:

  • Market-leading media company wanted to expand product scope and market penetration within the global high-end yacht-owner market;
  • Lack of customer-information integration prevented account managers from tracking customer behavior and resulted in missed sales opportunities;
  • Wanted to market new media properties and events to builders, brokers, and suppliers of high-end yachts, but limited business software made it difficult to analyse and forecast the needs of new prospects.

 

Solution:

  • Replaced QuickBooks, FileMaker pro and spreadsheets with NetSuite ERP and CRM;
  • NetSuite CRM consolidates all customer and prospect information, including sales reps’ tradeshow notes, to help build a detailed database for future marketing;
  • Role-based dashboards help company account managers track and predict customer behavior, critical to success in a market with a well-defined base of very knowledgeable customers.

 

Customer Success:

  • Expanded into three new market segments, which are adding 20% yearly to revenues;
  • Integrated financial processes get invoices out in minutes compared to weeks, and have cut the receivables backlog by 70%;
  • Productivity of sales reps has increased by as much as 80% due to the increased efficiencies of integrated marketing processes;
  • Integrated, centralised customer information and detailed analytic reports help target and market to existing customers more accurately and effectively;
  • Account managers can easily identify the most profitable customers for more personalised attention, and fewer missed opportunities.

 

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