How we worked with fleet and connectivity business Radius to enhance its sales management model to maximise cross-selling.
Setting the scene
Radius, a multinational company based in Crewe, is one of the fastest-growing companies in the UK. Founded in 1990 as a fuel card solutions firm, Radius follows an acquisitive strategy and now provides products and services including fuel cards, telematics, vehicles, electric vehicle charging, insurance and telecoms.
Nurturing and driving sustainable growth is key to our purpose, so we were keen to bring together expertise from across our multidisciplinary firm to support Radius’s rapid expansion, and enable it to take advantage of opportunities relating to customer and employee experiences.
How we helped
Radius provides a broad range of products and services, and called on us to help unlock opportunities to create value by improving cross-selling between business units.
Prior to our engagement, Radius’s sales agents’ efforts were hampered by the absence of an enterprise-wide system to manage customers’ data and sales pipelines. It was recognised that modernising the sales management system would lead to better customer journeys and increased revenue.
Beginning with a full day of fact-finding with Radius’s marketing team to understand the company’s objectives and technology strategy, we implemented a cross-geography, multi-business unit Salesforce and Salescloud transformation to create a holistic view of each customer.
We were able to draw on and combine expertise from our Salesforce, data assurance and customer-led transformation practices to increase pipeline visibility and open the door to broader opportunities around customer experience thereby maximising revenues from their existing product lines.
“It’s been a great leap forward in the way that we see our customers and sell our products and services, as well as underpinning the rapid organic growth of the company.”
Ian Savage
Group Marketing Director, Radius
Making a difference
We provided the developer expertise that was required to set up and run the new Salesforce programme, until Radius had built up its own capacity and was ready to take over management. We were pleased to receive feedback that the implementation of Salesforce has been foundational to Radius’s transformation into a data-driven, systematic sales organisation.
As a result Radius was able to move to a centralised data science model which supplies its sales teams with high quality leads in a timely fashion.
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