Case Study: FLEETCOR boosts fuel card sales with Harte Hanks' holistic GTM strategy

FLEETCOR Drives Fuel Card Sales, Usage with Holistic GTM Strategy

Harte Hanks partnered with FLEETCOR, a leading global provider of fleet cards, to address a challenge. FLEETCOR needed a consistent and effective methodology to drive new fuel card sales and manage its telesales teams, which had inconsistent performance across various international geographies after a period of growth by acquisition.

Harte Hanks implemented a solution involving a champion/challenger model to develop a holistic go-to-market strategy. This included data analysis for ideal customer profiles, targeted prospecting, and recruiting a new specialized telesales team. The results were significant, with a 40% productivity increase from over 100,000 outbound dials, generating 63% more fuel card applications than targeted and leading to nearly 50,000 liters of fuel pumped.

FLEETCOR

Chris Alff

VP of Sales