Sales, marketing, and partner management organization improves pipeline management with lead tracking dashboard

The Microsoft U.S. Small and Midmarket Solutions & Partners (SMS&P) group wanted a solution to help institutionalize lead management and simplify monitoring and reporting of the sales and marketing pipeline. SMS&P used Microsoft Visio Professional 2010 to visually depict the sales and marketing lead management process and dynamically integrate key performance data. The group gained the ability to quickly track every marketing lead through its life cycle, recovering 20,000 leads in 10 months and converting approximately U.S.$6 million in associated pipeline revenue. It also significantly reduced the time and effort for managing one-off support calls.