Background
The Company Corporation, a subsidiary of Corporation Service Company (CSC), is one of the largest registered agent service companies in the world, representing hundreds of thousands of businesses.
The Company Corporation is widely recognized as a leader in incorporation and business compliance solutions for entrepreneurial and small businesses throughout the US. The Company Corporation (TCC) had been a client of SalesRoads for nearly 3 years, and SalesRoads was providing sales outsourcing for TCC’s small to medium-sized business division.
Challenge
TCC tasked SalesRoads to find new ways to maximize revenue for the program with their existing products and services. Specifically, TCC wanted to generate $1.5M in new residual income from their existing client base. A goal they called their BHAG.
Solution
SalesRoads worked to analyze the current product adoption rate at TCC as well as profit margins for each service. Through several strategic calibration sessions, SalesRoads uncovered an extremely profitable solution that was only being promoted seasonally – Annual Report Preparation & Filing services (ARP&F).
SalesRoads consulted with TCC on best practices, and how to take a solution that was marketed seasonally to a small portion of their customer base, and transition it into a year-long, proactive push. Our team then developed a compelling call approach to entice customers to take advantage of TCC’s most profitable solution, which provided TCC with residual streams of revenue from a single sale.
Finally, SalesRoads worked with TCC to develop lists of right-fit opportunities based on area, entity type, and state costs to then call into. Throughout our history with TCC, success was driven by helping their clients understand the intricate concept of business compliance—and simplifying these concepts allowed our agents to be more productive, and generate more revenue, while also giving TCC’s clients the peace of mind of knowing that a professional organization was looking out for their new business.
Result
From the onset, SalesRoads exceeded all performance goals and expectations. Because of this, our team was asked to rapidly scale – doubling in size over the course of just 6 weeks. We then maintained the staff to handle the seasonally fluctuating lead volume. SalesRoads then helped TCC beat the annual BHAG nearly 7 weeks early!
All told, over 60% of the Annual Report sales were directly related to SalesRoads’ efforts. Additionally, because of the efficiencies of the sales efforts, SalesRoads provided TCC with an exceptional ROI by focusing primarily on products with recurring revenue.
- Exceeded all goals and expectations from the onset of the program
- Achieved the BHAG 7 weeks ahead of schedule
- Sold over 6,250 Annual Report Prep and File (ARP&F) units, providing TCC with a highly profitable recurring revenue stream
- SalesRoads was told that the ARP&F campaign became TCC’s most efficient, cost-effective solution of the year
- SalesRoads scaled rapidly to meet fluctuating seasonal demand throughout the year
