Streamlining the sales cycle
With the help of Field Nation, Modis has transformed how it engages with prospects and customers. Modis relies on pricing and coverage data from MarketSmart Insights, a data-backed tool that helps the company streamline the bidding process and win new work.
The Modis operations and sales teams partner closely once the company identiﬁes a potential sales opportunity. Rosenberg uses the tool to create “stress tests,” which allow them to determine whether they have coverage for potential work.
“Thanks to MarketSmart Insights, our dispatch and sales teams are well-aligned before making a sale,” he described. “The tool has proven to be tremendously valuable for helping us shorten sales cycles, protect our margins, and deliver on client commitments.”
“Thanks to MarketSmart Insights, our dispatch and sales teams are well-aligned before making a sale. The tool has proven to be tremendously valuable for helping us shorten sales cycles, protect our margins, and deliver on client commitments.”
Once Modis determines they are conﬁdent in the coverage they see in MarketSmart Insights, the sales team can conﬁdently speak to the company’s ability to service a job. Using the coverage and pricing data, Rosenberg formalizes their proposal, which includes speciﬁc pricing by skillset and their service level agreement (SLA) commitment.
New clients tell Modis they have locations in certain zip codes, and Modis uses MarketSmart Insights to determine what technician skill levels and SLAs they can support. They also use these insights to set pricing for each skill level in a given zip code.
“The MarketSmart data is so important because our statement of work has diﬀerent rate categories based on ﬁve key factors,” Rosenberg said. “For example, if a client needs a ‘standard level’ technician for next business day service in Phoenix, Arizona, we can oﬀer them a speciﬁc hourly rate. Having the data allows us to assess whether we can support the client’s needs. MarketSmart insights makes pricing across many geographies as simple as possible.”
Some Modis clients have hundreds, or even thousands, of locations. Previously, analyzing coverage and pricing data took weeks.
“I used to take every zip code for a project and manually see how many resources were within 30 miles of that zip code,” Rosenberg added.
“The manual process was fine when my customers had 10 zip codes. But I recently had a customer with 530 zip codes in different regions in the U.S. With Field Nation, I can run the data for 500+ zip codes in less than an hour, a process which previously took a full day.”
“With Field Nation, I can run the data for 500+ zip codes in less than an hour, a process which previously took a full day.”
Landing new clients
According to Rosenberg, MarketSmart Insights has been instrumental in securing new clients and expanding business with existing customers. Working with Field Nation has enabled Modis to improve its win rate by 75% and supported its growth of 200% year-over-year.
Working with Field Nation has enabled Modis to improve its win rate by 75% and supported its growth of 200% year-over-year.
“We’ve definitely won new business because of the data in MarketSmart Insights,” he concluded. “We can tell a client that we can support their locations on a two-day SLA, whereas other service providers cannot provide any SLA. We can only guarantee a two-day SLA because we have the data from MarketSmart Insights to back up our commitments.”
“We’ve deﬁnitely won new business because of the data in MarketSmart Insights.”