The Wolters Kluwer Software and Service GmbH, as part of Wolters Kluwer Tax & Accounting, is an innovative software solution, serving accounting, controlling, taxes and HR teams, as well as small and medium-sized businesses (SMEs) in Germany. Wolters Kluwer Tax & Accounting, which is part of the Wolters Kluwer Group, is a market leader with an annual revenue around one billion euros. In Europe alone, around 60,000 tax consulting firms and over 100,000 medium-sized companies work with software solutions from Wolters Kluwer.
Wolters Kluwer Software and Service GmbH has been using Echobot TARGET to support their sales and marketing efforts since 2019. It is their tool of choice, helping them find new contacts using high-quality data. Their ADDISON product is distributed and marketed throughout Germany with the help of Echobot.
Wolters Kluwer wished for more clarity, transparency and speed which led them to Echobot. When conducting routine activities like address qualifications, especially concerning decision-makers, they were often faced with intense research or manual updating. In some cases, they also faced data issues such as the duplication of contacts for the same company. This made new customer acquisition tedious, inefficient and generally difficult. Another concern they faced was remaining compliant with GDPR policies when buying addresses. They had to take a step back and ask themselves and important question: how could we contact potential new customers without violating general EU data protection guidelines?
Wolters Kluwer’s goal with Echobot TARGET is clear: Get more qualified leads and accurate contact information from target companies.
The software firm uses TARGET for their acquisition activities for new customers. Echobot TARGET helps them find important data like where potential new customers are located and how to approach these leads. At the beginning, Wolters Kluwer only addressed target customers in the SME sector. With the addition of this solution, they were able to start targeting other branches as well. Now, they can use the filtering options to expand their reach for more tax firms that they can support with their software solutions. When approaching potential new customers from all sectors, the company specifically opted for GDPR-compliant letter-writing and advertising its products very traditionally by post. TARGET was also used to send interesting event invitations to promising companies in the financial sector or to firms with their own accounting department.
In addition, Echobot supports Wolters Kluwer with its sales triggers and the industry selection feature. If there is, for example, a change in management, there might be more budget to implement new solutions in their departments – which is the perfect time for Wolters Kulwer to reach out about their products.
Echobot TARGET has also been a handy tool in filtering companies that Wolters Kluwer no longer works with, putting them on an exclusion list so these companies do not continue to show up in their search queries. The prospector search tool combined with the exclusion function creates a highly accurate list of potential new customers.