Banctec

Going from a single industry solution into a broader enterprise-wide environment has opened up new markets and opportunities for BancTec.  While any organisation with a large inbound postal issue has a potential problem to solve, identifying problems and translating them into real business needs is a key challenge for BancTec.  BancTec recognised that having a team competent at all stages in the selling process was a critical success factor, but that individuals focused on selling and closing complex solutions rarely find the time for cold calling and needs analysis. Following a strong recommendation, BancTec chose to outsource these early stages in the sales cycle to Clarify.

BancTec relies on Clarify to thoroughly research organisations, understand their infrastructure, and identify where opportunities exist. The Clarify team networks extensively within each account, building relationships with multiple decision makers and nurturing potential opportunity to qualify against BancTec’s criteria. Clarify produces detailed reports which enable BancTec’s sales team to attend meetings with relevant people armed with a comprehensive analysis of the company, their issues, and the opportunity.  

BancTec has benefitted from outsourcing the early part of the sales cycle to a niche specialist, increasing the effectiveness of their own sales operation. Clarify have provided BancTec with a repeatable model that is both intelligent and sophisticated, and have integrated seamlessly with their support systems.