Electricity 4 Business’s Cost of Customer Acquisition 30 Percent below Industry Average using Salesforce

"Salesforce is simply brilliant. E4B’s mission is to cut the cost for British business by offering lower prices—and that’s exactly what Salesforce is helping us to achieve…besides growing our customer base of course!"

Graham Paul
Sales & Marketing Director


Challenge
  • Reduce the cost of targeting, acquiring and managing business electricity customer relationships
  • Effectively manage multichannel sales teams, including Field Sales and energy agent/broker network, as well as inbound and outbound telemarketing
  • Maximize sales productivity

Solution
  • Leading UK business electricity provider deploys Salesforce SFA to 30 users, using comprehensive Salesforce functionality including lead, opportunity, account, contract and activity management and today has more than 500,000 sales leads in the system.

Results
  • Cost of customer acquisition is 30 per cent lower than the industry average
  • Eliminated many paper-based processes involved in sales management and automated many others
  • The ‘on cost’ involved in switching customers from their incumbent electricity supplier to E4B is now an average of £4 per customer, compared with an industry average of up to £40 per customer.
  • Cost of managing the channel network of 140 energy agents and brokers is one fifth of E4B’s competitors
  • Provided near real-time straight through processing, from sale to order provisioning, via integration with the bespoke back office EDW Energy Retail Suite billing system
  • Integrated with the website, enabling online switching with customer capture straight into Salesforce
  • System went live just three weeks after being chosen
 
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