Propiedades SAAS. Mejorando la experiencia del cliente (CX) en el lanzamiento de ventas inmobiliarias.
Cerrando brechas organizacionales para elevar la CX en propiedades SAAS
01 —The Impact
The results, up front.
By establishing a CRM department, SAAS gained the ability to monitor CX progress closely and align organizational efforts with customer needs. The implementation of CX KPIs improved decision-making and enhanced customer satisfaction, creating a customer-centric culture across the company. The Sales Launch Strategy resulted in a successful, high-impact market entry in Dubai. The phased approach generated leads, enhanced customer engagement, and positioned SAAS as a premium brand in the Dubai market. Key performance indicators (KPIs) such as media coverage, lead generation, and conversion rates exceeded expectations.
02 — The Challenge
Where they started.
CRM Department : Establishing a designated department to centralize and enhance customer relationship management efforts. Sales Launch Strategy : Reinvigorating SAAS' sales approach in Dubai to reflect its premium positioning and differentiate it from competitors.
03 —What We Did
The work.
CRM Department
Centralizing CX efforts was essential for personalized customer interactions and data-driven decision-making. We identified that without a dedicated CRM, SAAS risked losing customer satisfaction and operational efficiency.
Sales Launch Strategy
SAAS’ current sales approach, designed for Abu Dhabi’s market, lacked the dynamism needed for Dubai’s competitive landscape. It was crucial to tailor a strategy that maintained SAAS’ premium identity while making a significant impact in Dubai.
CRM Department and Governance Model
We outlined the significance of establishing a CRM department with a dedicated governance model to ensure sustained focus on CX. This department would be responsible for overseeing CX initiatives and KPIs. We defined the RACI (Responsible, Accountable, Consulted, Informed) matrix and timeline for both CRM department establishment and CX KPI development. The department’s goals included developing clear roles and implementing relevant CX KPIs to measure customer satisfaction effectively.
Investigate
Research existing CRM models.
Initiate
Design the CRM department framework.
Execute
Implement the department and assign roles.
Scale
Expand operations as the department grows.
Embed
Fully integrate CRM into SAAS’ operations.
04 — Approach & Methodology
How we got there.
CX Consultant
05 —In Practice
Project samples.
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