Xero's Success Story
About
Founded in New Zealand in 2006, Xero is one of the fastest growing software as a service companies offering small to medium-sized businesses around the world an online accounting software solution. Xero also helps accountants and bookkeepers build a trusted relationship with small business clients through online collaboration and connects people with the right numbers anytime, anywhere, on any device. Xero is leading the New Zealand, Australian, and UK cloud accounting markets and reaching over 2 million subscribers worldwide.
Challenge
At Xero ensuring business operations remain efficient and standardised across two sales channels and seven markets had become something of a challenge. Presented with the challenge to innovate its operations to better serve its accounting and bookkeeping partners, Xero sought an automated and seamless way to provide its sales and marketing teams with richer insights.
Solution
Micado worked with Xero to develop and implement the Partner 360 App (P360) – a solution for Xero’s B2B partner channel across the seven countries in which Xero operates. The app provides Xero’s 400 sales and marketing professionals with an easy and intuitive way to proactively manage approx. 40,000 partner accounts using a 360-degree view of their customer data. Following the successful rollout of P360, Micado built P360 Alerts, a ‘Next Best Action’ (NBA) capability, to enable Xero’s sales teams to proactively manage cross-sell and up-sell opportunities as well as partners at risk of churning.
Results
The P360 app has increased efficiency, with less time spent searching for and analysing opportunities, and more time invested in capitalising on useful partner insights. These insights have allowed Xero to track key performance measures and move from a reactive customer experience to a proactive one.
1k
Sales Alerts Closed
75%
Adoption Rate
70%
Satisfaction Score
