MYOB uses predictive dialling system to generate more sales

Accounting software firm reports 25 per cent increase in new clients thanks to new flexibility in launching and managing sales and marketing campaigns

MYOB business division general manager James Scollay.
MYOB business division general manager James Scollay.

Giving your customer service team real-time flexibility to launch and respond to sales and marketing campaigns is something most organisations see value in, but haven’t always been able to achieve.

Thanks to a new predictive dialler technology deployment, accounting software vendor, MYOB, has not only done just that, but also reported a 25 per cent increase in new client sales over the phone since implementation in late 2012.

The accounting software company used the product, developed by IPscape, to set up and manage new sales campaigns promoting MYOB’s cloud software. Prior to the rollout, it was using a legacy in-house system to manage sales calls, which was proving expensive. In addition, each member of the client services team would manually dial up to 60 phone numbers every day.

Now, with predictive dialler technology, MYOB call centre workers can make up to 300 calls a day and monitor campaign performance in real time.

MYOB business division general manager, James Scollay, told CMO Australia that the campaign metrics include how many sales have been made.

“The real-time monitoring has also helped us with team training and improving performance. The interface allows us to do training much more quickly than we used to do,” he said.

“IPscape’s solution also means we can set up and manage new campaigns ourselves. This means we avoid the large third party fees vendors typically charge when you want to create a new campaign or update an existing one.”

Scollay commented that the implementation was part of its transformation to an online company.

“The big cultural change we are going through is around pace of response to market requirements. We’re in control and have more flexibility around testing sales and marketing campaigns.”

Follow CMO on Twitter: @CMOAustralia, take part in the CMO Australia conversation on LinkedIn: CMO Australia, or join us on Facebook: https://www.facebook.com/CMOAustralia

Signup to CMO’s new email newsletter to receive your weekly dose of targeted content for the modern marketing chief.

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.
Show Comments
cmo-xs-promo

Latest Videos

More Videos

Awesome information on marketing company..awaiting for your new article on Advisory services and also on below topics.business advisory s...

Wasim Ahmad

CMO's top 8 martech stories for the week - 2 December 2021

Read more

I couldn't understand one things why on earth people only talk aboutimpact of digital transformation on banking and finance field instead...

Rajesh Acharya

Digital take-up and experiences help drive Suncorp's solid FY21 performance

Read more

I really appreciate your article. Love your Article. By reading your article, its created an idea in my mind about loyalty strategy to ke...

Jack Reacher

Report: Marketers failing to realise the benefits of customer loyalty programs

Read more

One month’s research and we’ve handpicked this generation’s 50 most talented Women CEOs, leading the top multinational companies around t...

Vaishnavi Pillai

Women in leadership the focus on International Women’s Day

Read more

Great post!

deen8

What felix Mobile is doing to keep customer support cost-effective

Read more

Blog Posts

When friction can be a brand’s best friend

I always enjoy those oft-forgotten, in-between moments in any experience. These moments are not necessarily part of any defined experience per se. They likely wouldn’t show up in an organisation’s plans or ideas to help make the customer journey or user flow as simple, easy and seamless as possible.

Rich Curtis

CEO, FutureBrand A/NZ

How much attention should we be paying to the ‘attention economy’?

There’s been a lot of buzz in the advertising industry lately about what’s coined the ‘attention economy’. And it’s fast becoming the new battleground for media channels to prove their wares and to develop and espouse new attention metrics.

Nickie Scriven

CEO, Zenith

Sometimes the best solutions are some of the most counterintuitive

Exceptional CMOs do exceptional things for themselves and for those they inspire. At your best you are creative, innovative and inspirational. We have a problem though. We now live in a corporate world that demands sensibility where everything you do is measurable and stakeholders demand predictability – the antithesis of breakthrough and transformation.

Hamish Thomson

Author, former regional president and global brand head, Mars Incorporated

Sign in