Quantum Solutions, Inc. is a full-service integrator of industrial automation systems. They engineer, implement, upgrade, and support PLC and HMI control systems that improve efficiency for a variety of industries. For decades, they have implemented systems that ultimately improve the bottom line for their clients. Though existing clients continued to grow, their problems were:
- Shortage of new clients
- Diversification
- Stagnant revenue
- A proven record of delivering measurable, repeatable revenue operations solutions
- Fractional strategic leadership
- Teams of SMEs to augment their staff while implementing growth strategies
As with all clients, we began our journey together by diagnosing and prioritizing how to meet their objectives, then helped refine and optimize their budget, all while aligning their lead generation approach to meet their corporate mission.
In two years, they earned a 263% increase in MQLs and exceeded an additional $1 million in marketing-sourced revenue.
“When we first met with Atomic Revenue, we expected marketing and lead generation help, but what we get from them is so much more; they become an integral part of our business. They set a one-year goal for us that we never expected to achieve, and then we beat it as a team.” – Eric Casciaro, CEO
After twenty successful years, Quantum Solutions faced a changing paradigm – the need to compete for new, diversified business. Our team deployed a Revenue Diagnostics to reveal the gaps in tackling their challenge. We created and implemented an end-to-end revenue production plan with quantified objectives and measurable results. After diligently adapting the growth blueprint, they experienced a 263% increase in MQLs and exceeded $1 million in marketing-sourced revenue – and achieved a 5.64x ROI on their lead development marketing budget.
Atomic Revenue Deliverables
Phase 1: Diagnose
Clients who participate in the Million Dollar Growth Pact start with a digital audit and revenue diagnostics, which revealed they had no system for managing sales calls, customers, prospects, or any business activity. Therefore, we selected a CRM for lead generation and customer management, and then mapped their in-house process to identify and prioritize where to fill gaps to produce more revenue with current resources. We also discovered their marketing and corporate identity (digital marketing, trade show, and other materials) did not support their sales message, nor did they put forth a professional image. To resolve these issues, we created a revenue operations budget and a comprehensive strategy and moved on to Phase #2.Phase 2: Resolve
One of the secrets to our success is that we eschew marketing campaigns in favor of full-court, revenue-optimized initiativesrevenue-optimized initiatives. We were able to partner with QS to develop a cohesive brand and digital operations strategy, in conjunction with sales teams grouping nationwide sales calls with current clients and prospects in one trip. These efforts allowed QS to actually cut expenses while simultaneously creating opportunities that might otherwise be missed. And the result? A 300% increase in revenue per sales venture. The second tier of Phase 2 allowed our fractional revenue leader to manage all marketing-related vendors, budgets, trade shows, ROI, sales pipeline meetings, and digital operations management (CRM, website, data dashboards, and social media).Phase 3: Optimize
The Million Dollar Growth Pact allows us to capture quick wins for our clients, but more importantly, provides the runway to develop the programs, align the teams, and dispatch the solutions which returns startling ROI. For Quantum Solutions, we were able to deploy the full depth and breadth of our ROI producing services.- Lead scoring and qualifying opportunities
- Coaching and accountability systems for the business development and sales team
- Culture content and engineer recruiting support
- Data dashboard refinement to measure strategic changes (all MDGP clients receive a data dashboard to accurately track progress and instill accountability)
- The eventual tightening and reduction of our resources as more of the ongoing lead-gen operations are automated - reducing costs per lead without reducing the quality or quantity of leads.
"Step into a future of smarter, faster growth. The Million Dollar Growth Pact equips your team with a seamless, done-for-you revenue engine that scales results and sharpens operations. Begin with a complimentary Revenue Operations Reality Check and see what’s next.”
About the Author
Tara is the Owner and CEO of Atomic Revenue, where she continues to problem-solve, innovate, and define the formula for and establish the discipline of revenue operations that launches client growth with stronger foundations and better ROI. As the company's EOS® Visionary, it is her passion to share what she has learned over the course of her career and help other business owners and leaders increase revenue and grow with consistency. She is also a renowned national speaker.
