Case Study: Fortune 100 Technology Manufacturer boosts SMB sales with TrueChoice Predictive Selling

TrueChoice® Solutions has helped us to understand our VAR channel customers much better, especially in the SMB space

A Fortune 100 Technology Manufacturer wanted to grow sales and profits in its SMB segment while better understanding customer preferences across global markets. Selling was complicated by complex product bundles, limited buyer knowledge, and a VAR/OEM-led sales model, so the company turned to TrueChoice and its TrueChoice Predictive Selling service to gain clearer insight into buyer needs and buying behavior.

TrueChoice implemented a customized, multilingual, web-based predictive selling solution that combined an interactive sales dialogue, preference analytics, lead capture, best-fit product recommendations, and willingness-to-pay insights, integrated with the manufacturer’s and VARs’ systems. The results were strong: sales leads increased 400%, sales rose 15% to 60% by category, revenue per customer increased 11.3%, and after an inventory gap was fixed, revenue per new customer grew an additional 23%.