Increasing sales and acquiring new customers in the B2B long tail

 

Lindström Group

Co-operation with Columbia Road was excellent. We managed to go from initially recognized customer needs to first real sales in just a few weeks. Erkka Lilja, Head of Process Digitalization, Lindström Group


Key objectives

Having a rental doormat in your busy entrance and having it changed often can mean a world of difference for a small business. When the weather gets wet and dirty, properly sized mats as a service reduces time and money spent on cleaning, and clean spaces support a positive company image.

Lindström Group had renewed their inbound marketing and sales processes in order to increase their mat service sales. Next logical step to scale those activities even further was to transfer the actual purchasing decision into online channels.

A new growth opportunity had been recognized with B2B SMEs, the long tail segment. We took on the challenge of digitalizing the sales process of Lindström’s mats service for small and medium-sized companies. Digitalising this sales process was recognized to be an important driver for increasing overall sales efficiency: Smaller clients could be served better by providing am easy-to-use order channel and at the same time, salespeople should be able to focus more on serving bigger clients.

Our objective was to conceptualize, design and implement a minimum viable product of the new service that would be so easy to use, that it would drive the recognized sales efficiency objectives.


Our approach

Together with Lindström Group and their partners, we analyzed the initial customer needs that were researched and then conceptualized the new mats service. We did not want to create a full-blown webshop, but to create a web service through which entrepreneurs and SMEs can sign up for a mat subscription service that suits their needs with just a few clicks. The service was planned to include a customizable configurator which sends the order data directly to Lindström’s Hubspot Marketing automation solution.

The new mats service was prototyped and tested with real potential customers and iterated based on the feedback. When it came to implementation, we decided to utilize a custom JavaScript framework inside WordPress. This approach allowed us to have maximum customizability of the sales configurator, but also a familiar maintenance interface for Lindström.

Throughout the project, we worked in tight cooperation with Lindström Group and their partners in digital marketing and marketing automation. This tight cooperation was essential for the successful implementation and launch of the new service.


Impact

We launched the new mats service right on time to address the seasonal demand of autumn. The first rainy days, as well as the partners’ SEM and SEO efforts,  brought in the first mats service sales conversions.

Columbia Road is continuing the work with Lindström Group and their partners to develop this new minimum viable product even further. The focus is on increasing sales in the channel. Further development is heavily based on web analytics data and hypothesis around user behavior.

Further plans include scaling the new mats service to Lindström Group’s other key markets.


About Lindström

Lindström Group is one of Europe's leading textile service companies with 170 years of experience in the textile industry. They offer a wide range of textile services ranging from workwear, protective equipment, mats, restaurant and hotel textiles to industrial mats and towels.

mats.lindstromgroup.com

www.lindstromgroup.com


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