How Vector Solutions Serves Clients through AutomationJill Quash
Analytics drives business insight in every company. It’s essential to look at statistics to compare where you started from to where you are. Analytics will help you grow, but you need to use the right software to get the best data for your business. Robert Sullivan shares how Vector Solutions uses automation and analytics to grow and serve its clients.
Initially started as a general digital marketing firm, Vector Solutions helps clients generate leads and grow revenue. It wasn’t long before Sullivan discovered that his business was running into many of his competitors’ issues. They give leads to their clients, who then start raising concerns about lead quality.
In response, Robert says, “We built a system from the ground up that really helps these businesses once they get new digital leads in being able to work those leads and have everything tracked from when the leads come, all the way to the revenue and the door.”
Who does Vector Solutions serve?
Vector Solutions serves service-based B2C clients that include medical spa companies, lawn services, electricians, and more.
According to Robert, Vector Solutions focuses on getting all of these clients quality digital leads through a unique system built to increase revenue.
How does Vector Solutions use automation to help clients?
According to Robert, “there’s a Havard business study that came out about a year ago that really showed the time to pick up, the time to call is critically important. That is when a lead comes in. Calling the digital lead within the first five minutes creates a ten times higher pick-up rate for that lead.”
Robert realizes some of his clients may not be able to call leads that quickly, waiting a day or longer before following up. He says, “our system automates and tracks that piece to ensure clients are calling their leads efficiently and quickly, to help with that fast pick-up rate.”
Venture Solutions has a close loop feature for collecting leads that feed data back to other parts of the platform to help generate even more leads similar to the first. Using their system improves lead quality.
What led to the growth of Vector Solutions?
When the pandemic hit, several businesses, including Venture Solutions, had to stop or slow down business. Venture Solutions used its downtime to look for new and improved ways to help its clients, reset technology, and prepare for growth. Based on feedback collected, the company redeveloped everything.
“By us doing that, we’ve been able to grow to 300-400% without having to grow our staff. We’ve continued to automate and continued to be efficient as a company.” As you grow your business, automation is essential to avoiding client onboarding issues and new or surprising expenses.
According to Robert, the early realization that the digital marketing space was highly saturated was beneficial. Venture Solutions has made it a habitual practice to watch its market position very closely. “We’re not just getting clients’ leads but also a system that works,” says Robert.
Many marketing companies don’t have a lead generation and management system like the one offered by Vector Solutions. Vector Solutions does not provide traditional marketing services like website design. Through partnerships, Robert says Venture Solutions was able to grow during the pandemic.
What does automation mean in the human world?
Many people prefer a human touch and would push back on the idea of total automation. What does automation mean to Robert and his team?
According to Robert, analytics is a critical factor to successful automation. He says over 60 clients use the Venture Solutions system daily. Daily calls are the human touch to their automation process. Venture Solutions will generate quality leads, but a human must make the call and do the follow-up.
Automation improves account monitoring. Instead of waiting for a client to complain about a lack of expected revenue, the system alerts the client service team to potential client issues. These alerts allow the client service team to proactively address problems and avoid a complete “no-touch” situation in the name of automation.
“We use smart analytics to notify our team before there is a fire,” Robert says. Handling an issue while it is still just “smoke” helps Venture Solutions avoid client cancelations.
While automated analytics alert the client services team to smoke, humans must determine what caused it. To better understand a client’s goals for the system, the client services team will initiate a conversation.
Being smart about data use and automation is about it, letting the system track key metrics, and having a team aware of what it will take to succeed. The goal is to avoid allowing problems to continue for so long that a positive resolution can’t be found. Venture Solutions helps clients get automation right without wasting any time.
What is the most critical tool used by Vector Solutions?
According to Robert, when the company started, they would use tools from a variety of vendors. Over time, Venture Solutions has been on a journey to move everything to Zoho One.
Robert says Zoho One is an incredible value, as it combines the over 30 different Zoho products used by the organization. “We use Zoho’s tools to make highly customized and highly streamlined products for our clients,” says Robert.
Whether you use Zoho or not, choosing the apps you use should be strategic. Choose what works best for you and have a plan.
What makes Zoho different?
Robert says that he’s listened to many corporate vision and mission statements, and Zoho’s is just different. He loves their diverse set of core values.
According to Robert, Zoho’s focus is not on how much they’ve gained or how much they’ve made for their stakeholders. Zoho focuses on its impact on their communities, culture, and overall country.
Robert says it hasn’t changed the way he works with Zoho but has changed how he gets into such conversations.” I believe in their mission and vision. It’s so unique compared to other software companies.”
Analytics drive business insight. Choosing the right software and automation tools is critical for sustained growth, especially through difficult times. Find out how Vector Solutions use Zoho to grow.