SECTOR
Financial Services
Timeline
6 Months
SERVICES
Venture Building
Streamlining B2B Onboarding 70 days to 1 day
Services Provided
CHALLENGE
Upon observing the client's Marketing, Sales, and Operations departments, we identified a lack of communication and siloed operations, which extended the onboarding process to an average of 14 weeks. Trust-building delays arose as B2B clients required substantial trust before committing to a three-year contract. Frequent client requests for contract modifications led to further delays, and resource waste occurred as Sales and Marketing teams spent excessive time in back-and-forth communication. Additionally, valuable content was confined to the company website, missing broader outreach opportunities. To achieve profitability, the client needed to secure clients for at least a three-year term, intensifying the pressure on negotiations and onboarding efficiency.
APPROACH
We leveraged targeted persona research, behavior psychology, and automation tools to revolutionize the B2B onboarding process. By aligning Sales, Marketing, and Operations teams, we streamlined the process to conserve time and resources, while enhancing client satisfaction. Our implementation concentrated on automating personalized email outreach and integrating departmental data for seamless collaboration.
OUTCOME
Onboarding was drastically reduced from 14 weeks to 1 day, thanks to automation that eliminated repeated calls and manual follow-ups, saving 13 weeks of effort for Sales and Marketing. Personalized email campaigns enhanced trust and streamlined the sales funnel, while data sharing between departments prevented delays in contract renegotiations. Tools like Expandi, Hubspot, Salesforce, Hotjar, Analytics, and Zapier enabled seamless automation and data integration. This transformation accelerated the onboarding process, enhancing the client's capacity to scale and foster long-term client relationships.
Share
Investing time in creating detailed personas and understanding behavioral psychology proved critical. By conducting market research and analyzing user behavior, the ideal customer persona was identified, and the sales funnel was tailored accordingly. This understanding allowed the company to deliver personalized content that resonated with prospects and expedited the onboarding process.
The implementation of tools such as Expandi, Hubspot, and Salesforce automated email outreach, delivering relevant content to potential clients. This approach built trust while significantly reducing manual tasks for the Sales team. Google Analytics and Hotjar data confirmed that content distribution beyond the website was key to engaging prospects and speeding up decision-making.
