ICM Computer Group

Business-availability specialist generates 50% increase in new business opportunities in just 18 months using CDC MarketFirst

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Customer Snapshot

ICM Computer Group is Britain's leading business-availability specialist and is a part of Phoenix IT Group plc, which employs 2,400 people and has annual revenues in excess of £230 million.

Before implementing CDC MarketFIrst, all marketing activities were managed manually, preventing ICM from obtaining a clear picture of the activities taking place and the responses being generated.

ICM has transformed the effectiveness of its marketing department using CDC Software's CDC MarketFirst marketing automation system, generating more positive leads for its sales team than ever before. By implementing CDC Software's Pivotal CRM, the company has created a closed-loop marketing process that is fully integrated with the sales cycle and offers valuable data about the effectiveness of the company's marketing initiatives.

Challenges

  • Manual management of marketing activities prevented coordination and clear picture of overall activity and effectiveness
  • Needed efficient way of tracking all communications and building up an effective marketing database

Results

  • Generated an increase of more than 50% in new business opportunities over just 18 months
  • Enables the marketing team to launch more campaigns than ever before, with fewer staff
  • Supports online event marketing and registration
  • Provides full visibility of individual marketing campaign effectiveness
  • Streamlines and enhances the sales process from end to end