Cost Management Case Study: Strategic Vendor Selection for Sales Growth

Managing outsourcing costs effectively involves more than just contract negotiation; it demands ensuring vendor performance delivers real value. Inconsistent partner results can significantly inflate operational expenses and hinder growth, turning potential savings into sunk costs. This cost management case study explores how a major technology firm addressed challenges in scaling their sales operations by implementing a strategic vendor selection process to maximize ROI.

Scaling Sales Ops via Vendor Strategy: Cost Management Case Study

Client Profile Overview:

A leading global domain registrar and web hosting company sought to rapidly double its US outbound sales capacity for new customer acquisition. However, managing their existing 110 agents across 15 different vendors proved challenging: sales performance was highly inconsistent, with only a third of centers meeting expectations, and best practices weren't effectively shared between partners. This performance variability significantly impacted the cost-effectiveness and ROI of their growth strategy in an industry reliant on efficient customer acquisition.

The Personiv Solution:

The client needed a proven and reliable methodology to identify, select, and ramp-up successful call centers in the U.S. to ensure channel success.

We employed a rigorous evaluation process that went beyond traditional metrics like call volume and conversion rates. We also assessed factors such as cultural alignment, technological compatibility, and a demonstrated commitment to continuous improvement. This holistic approach proved essential in identifying teams who could not only meet immediate sales goals but also contribute to long-term success. Get the case study above to learn more about our approach.

This close partnership has enabled us to identify and address emerging challenges proactively, ensuring that the client's outbound sales channel remains a consistent driver of growth and profitability.

Let's discuss how strategic vendor management can improve your cost-effectiveness and ROI. Contact us today to explore solutions tailored to your business. For a broader overview of Personiv, feel free to browse our catalog of videos.