Increases the flow of new leads into sales pipeline
" The overarching objective at Cosworth is to expand the company’s commercial operations by introducing more opportunities to the sales team, from both a new business perspective and existing customers. Cosworth has seen increased opportunities in both areas, which are automatically fed into the CRM system ready for action. Ultimately, Web Insights increases the flow of new leads into their sales pipeline. "
— Richard Sammut, Key Account Manager
The challenge
Cosworth is renowned for its Formula 1 roots. Until the 80s, Ferrari and Cosworth were the main Formula 1 players; and the company’s reputation was built on making powerful engines. Since Ford purchased and resold Cosworth, its focus has shifted to mainstream and high-performance automotive, aerospace and marine. The company’s challenge, however, is that people remember it for what it used to do. As a modern engineering business, it trades with billion-dollar companies and needs to know who is visiting the website to expand its commercial operations.
The solution
Cosworth uses Web Insights to create bespoke workflows, focusing chiefly on new and repeat business opportunity Use Cases. Web Insights seamlessly integrates directly into Cosworth’s Microsoft Dynamics CRM, providing real-time data to the sales team. This enables the team to react quickly when a new prospect or existing customer visits the website but doesn’t inquire. Due to a high average order value and long sales cycle, each and every visit to the website is extremely valuable. The intelligent data gathered from Web Insights allows the sales team to personalize interactions, ensuring they are always relevant and with the right person.
" The Web Insights team worked with us to integrate the tools with our existing CRM system, providing the functionality we were looking for. Engagement after the integration was also very good, as that helped us to find a routine for incorporating the flow of new leads into our pipeline. "
— Richard Sammut, Key Account Manager
About Cosworth
Established 60 years ago to “make a living messing around with racing engines”, today, Cosworth is at the forefront of propulsion, hybridization, connectivity and automation technologies, ready to solve the new challenges on the road, racetrack; and in the air with the mobility solutions of the future.