Rockwell

Introduction:

Founded in 1903, Rockwell Automation provides industrial automation control and information solutions designed to help manufacturers succeed and grow. From stand‐alone, industrial components to enterprise‐wide integrates systems, Rockwell Automation solutions have proven themselves across a wide range of industries and in some of the most demanding manufacturing environments. Their global capabilities extend across 80 countries and include a Partner Network of more than 5,600 regional and global specialists in distribution, system integration and product referencing.

Challenge:

Rockwell had acquired a software company, Incuity, and needed to generate new opportunities for the Rockwell sales team in the Campus Energy Management space. The company aimed to target new interest in multi‐building operation, College and University campuses, large health care facilities and large commercial properties. Rockwell wanted to re‐package their solution and target key accounts in these industries. They wanted to capitalize on the drive for improved energy management and sustainability due to rising utilities costs. Rockwell’s sales team did not have the bandwidth, or the desire, to spend time pursuing qualified opportunities in order to rapidly capture accounts and increase sales pipeline.

Rockwell needed rapid development of high quality sales opportunities for campus and building energy management in the Education and Health Care market space.

Solution:

Rockwell turned to VizQuest to lead a successful campaign that would fulfill these objectives. VizQuest implemented their proprietary methodology, Pipeline PlusTM to effectively, efficiently,
and rapidly build Rockwell’s sales pipeline through the creation of Validated Sales Opportunities (VSO). A VSO is a confirmed prospective buyer, such as a key influencer or decision maker, who has the right situation, problem, or opportunity that a company’s solution addresses. They have serious intent to investigate a solution, and there is a defined action item for advancing the sale after the buyer has seen a sales presentation. VSOs create shorter sales cycles and better ROI on business development investments. Pipeline Plus, a comprehensive business development program accelerated revenue growth by creating a consistent, scalable flow of the highest quality sales opportunities; enabling the Rockwell sales team to be more productive to maximize yield on sales capacity. VizQuest executed their Revenue Factory Model to rapidly identify and engage target decision markers. They created multi‐touch‐point campaigns and leveraged their extensive referral network to develop opportunities and close sales for Rockwell’s solution.

VizQuest rapidly produced a steady pipeline of VSOS in large multi‐building operations, such as college campuses and hospitals. VizQuest engaged with Senior Management and Directors of Facilities and Operations in order to target their specific needs and introduce Rockwell Automation’s Campus Energy Management solution. The program generated revenue quickly and improved sales productivity and effectiveness in order to increase Rockwell’s yield on sales capacity. The program provided Rockwell a steady stream of VSOs within these industries and successfully increased their market share and sales pipeline. The campaign rapidly developed VSOs within energy management of multi‐building operations, campuses, hospitals, and large commercial properties.

Results:

Within 6 months, VizQuest delivered 34 VSOs, produced over $13.5M in proposals, and closed $3.6M in new business. The value of an opportunity would range from $250K ‐ $1.5M. VizQuest established presence for Rockwell’s solutions in new markets and succeeded in taking Rockwell’s engagements from contact to closure in an effective, efficient manner. The program delivered a stream of high quality opportunities for Rockwell, which resulted in increased sales pipeline and accelerated revenue growth. Key accounts developed include California State University System, University of Connecticut, Brown University, Boise State, Avalon Health Care, Partners Health, Kansas State, and Alaska Education Program.

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