--- title: Lead Management to Enhance Viessmann's Lead Generation description: Learn how we sharpened Viessmann's knowledge of customer profiles with a comprehensive lead management project, increasing the number and quality of leads. image: https://www.neosperience.com/hubfs/00_NSP2024_Website/03_Case%20Histories/Loghi%20Clienti/Logo_Viessmann.png --- - [ Applied AI ](https://www.neosperience.com/applied-ai?hsLang=en) - [ Digital Enablement ](https://www.neosperience.com/digital-enablement?hsLang=en) - [Success stories](https://www.neosperience.com/en/success-stories) - About     [en](https://www.neosperience.com/en/success-stories/viessmann-lead-management)   |   [it](https://www.neosperience.com/successi/viessmann-lead-management) ** ### [Applied AI](https://www.neosperience.com/applied-ai?hsLang=en) [Applied AI Neosperience's Applied AI transforms innovation into tangible business impact by extending human capabilities and making processes smarter, more agile and future-ready. ](https://www.neosperience.com/en/applied-ai?hsLang=en) [Declaro The AI configurator that turns managing complex products into a powerful planning and sales tool. ](https://www.neosperience.com/en/applied-ai/declaro?hsLang=en) [Bleen The AI-powered Intelligent Insight Engine that simplifies and improves search through semantic algorithms, data augmentation, and an intuitive interface. ](https://www.neosperience.com/en/applied-ai/bleen?hsLang=en) [Automate The AI Intelligent Document Processing (IDP) solution that automates the management and extraction of information from any kind of document. ](https://www.neosperience.com/en/applied-ai/automate?hsLang=en) [Pulse The AI platform that creates a Digital Twin for process monitoring, optimization, and predictive analytics. ](https://www.neosperience.com/en/applied-ai/pulse?hsLang=en) [Lead Champion The B2B lead generation platform that identifies the companies visiting your website with AI. ](https://www.neosperience.com/en/applied-ai/lead-champion?hsLang=en) [Neosperience Health Patient Relationship Management solutions that combine the power of AI with empathy in an omnichannel support suite throughout the patient journey. ](https://www.neosperience.com/en/applied-ai/health-tech?hsLang=en) [Agile Development Services Experience and expertise in development and Cloud to design complex digital solutions for your business. ](https://www.neosperience.com/en/applied-ai/agile-development?hsLang=en) [Custom Solution Engineering Development of customized solutions to enhance processes, decisions, and interactions. ](https://www.neosperience.com/en/applied-ai/custom-solution?hsLang=en) ### [Digital Enablement](https://www.neosperience.com/digital-enablement?hsLang=en) [Digital Enablement Solutions that intelligently connect data, processes, and systems to build the digital architecture that underpins today's business and enables tomorrow's business. ](https://www.neosperience.com/en/digital-enablement/erp?hsLang=en) [ERP Soluzioni di Enterprise Resource Planning su misura per ogni azienda: personalizzate, efficienti, flessibili, scalate e integrate. ](https://www.neosperience.com/en/digital-enablement/erp?hsLang=en) [Business Intelligence Advanced services and platforms to digitize management and control processes and obtain aggregated, usable and integrated data. ](https://www.neosperience.com/en/digital-enablement/business-intelligence?hsLang=en) [CRM HubSpot-based Customer Relationship Management solutions that increase the profitability of sales and contact channels. ](https://www.neosperience.com/en/digital-enablement/crm?hsLang=en) [Digital Experience B2B websites, applications, and omnichannel experiences based on an evolving, reliable, and measurable structure. ](https://www.neosperience.com/en/digital-enablement/digital-experience?hsLang=en) [E-Commerce Modular, flexible, and high-performance e-commerce solutions: customizable to suit your business needs. ](https://www.neosperience.com/en/digital-enablement/e-commerce?hsLang=en) [Retail Revolution Our cloud-based clienteling suite that digitizes the in-store shopping experience and helps you overcome checkout line limitations. ](https://www.neosperience.com/en/digital-enablement/retail-revolution?hsLang=en) [Agile Cloud Services Experience and expertise in development and Cloud to design complex digital solutions for your business. ](https://www.neosperience.com/en/agile-cloud-development?hsLang=en) [Custom Solution Engineering Development of customized solutions to enhance processes, decisions, and interactions. ](https://www.neosperience.com/en/contact-us?hsLang=en) ### About [Work with us Innovation is an ongoing challenge. 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The German Viessmann Group is a leading multinational heating, refrigeration, and air conditioning manufacturer for homes, businesses, and industries. Founded in 1917, it is still a family business but characterized by a strong international focus, evidenced by its 22 production sites in 12 countries and more than 120 foreign subsidiaries. Viessmann has about 12,300 employees, and the group's turnover exceeds 2.65 billion euros (54 percent is generated abroad). It has been present in Italy since 1992, with an office in Pescantina, in the province of Verona. Research, innovation, and commitment to the environment make Viessmann a pioneering company ready to meet future challenges and achieve the highest technological standards. ![Viessmann_Azienda](https://www.neosperience.com/hs-fs/hubfs/00_NSP2024_Website/03_Case%20Histories/02_CRM/05_Viessmann/Viessmann_Azienda.png?width=1260&height=1260&name=Viessmann_Azienda.png) #### Challenge ## Strategically improve contact management Viessmann felt the need to improve lead management processes for both the industrial and residential divisions with the goal of increasing the number and quality of contacts to be made available to its sales force, which in Italy consists mainly of qualified installers certified as "Energy Efficiency Partners." It was important not only to generate new leads, but to set up a useful profiling logic to get to know the target's needs in depth and to identify lead management processes capable of offering each contact a positive and relevant customer experience and keep the company's brand reputation high. ![Viessmann_Case](https://www.neosperience.com/hs-fs/hubfs/00_NSP2024_Website/03_Case%20Histories/02_CRM/05_Viessmann/Viessmann_Case.png?width=1920&height=1280&name=Viessmann_Case.png) #### Proposed Solution ## Leveraging effective synergies to support and convert customers We accompanied Viessmann in its project to overhaul and optimize digital lead generation and lead management processes, first by aligning marketing, sales, and customer service departments. Working closely with the company's customer-facing teams, we analyzed the different target profiles and identified a lead management strategy focused on: - offering correct answers to the needs of each individual contact; - collecting useful profiling data to enrich the Single Customer View; - highlighting additional possibilities for sale; ; - extracting qualitative insights based on accurate data that are critical for refining marketing and sales policies. In order to differentiate Viessmann's voice, assert its leadership, and provide value to the customer experience offered, we focused strongly on the use of high-quality content by professionals in energy efficiency issues, and designed an editorial plan functional to optimize lead management. Then we redesigned the two corporate blogs (one dedicated to the residential and the other to the industrial sector), introducing highly profiled navigation paths for each identified customer profile in order to improve content enjoyment and the overall experience. Finally, we optimized the site to maximize lead generation by including the correct conversion opportunities, and by leveraging the marketing automation features of the CRM platform we channeled the generated contacts into efficient relational nurturing paths. #### Results ## More visibility, more leads, more sales New lead management processes and tools enabled to: - greatly improve Viessmann's online visibility; - increase website visits; - increase lead generation rate; - generate various up-selling and cross-selling opportunities.   **Image Credits: © 2024 [A CARRIER COMPANY](https://www.viessmann.it/)* #### DID YOU APPRECIATE THIS SUCCESS STORY? ## Contact us to find out what we can do for your company. 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