Case Study: Institution of Civil Engineers achieves higher-quality UK sales leads with Atypon Passport Analytics

Institution of Civil Engineers - Customer Case Study

The Institution of Civil Engineers (ICE) needed to improve the quality of leads for its UK sales team and boost win rates for ICE Publishing, which hosts the ICE Virtual Library on Atypon’s Literatum platform. To do that, ICE turned to Atypon’s Passport Analytics to better understand which institutions were most likely to subscribe to specific journals.

Atypon’s Passport Analytics helped ICE analyze journal usage, focus on denied access attempts, and drill down to the institutions and titles generating the strongest interest. The result was a ranked list of the top ten UK sales leads, giving reps clearer behavioral data, accelerating the sales cycle, and improving the odds of closing sales.

Institution of Civil Engineers