Definition of the prospect path, the prospecting process and drafting of the specifications for a PRM tool for a fleet leasing company.
Context
As France's leading fleet leasing company, the customer faces stiff competition in the market for the resale of used vehicles to B2B customers, an activity that lies at the heart of its full service leasing business model.
Objective
Define the target prospect path, the associated prospect management process and the functional specifications of the future PRM tool for the Group's European entities.
VERTONE contribution
Carry out prospect/customer interviews to diagnose prospect/customer career paths and behaviors, and identify pain points. Carry out a diagnosis of business objectives and the prospecting process for each entity to identify best practices. Ideation workshop to draw up the target prospect path per persona, the target prospecting process and the associated data and reporting requirements. Definition of functional requirements for the PRM tool and drafting of functional specifications.
