Homebuilder Taps LANSA for Lead Management System
August 28, 2007 Timothy Prickett Morgan
Maronda Homes, a homebuilder that does business across the Midwest and the southern states, has installed a lead management system, based on LANSA‘s Windows and System i application development technology, to help it sell new houses, LANSA announced last week.
Maronda uses a unique approach to sell houses that involves marketing its homes by using directories and Web sites. However, this approach generated leads that the company sometimes had a difficult time utilizing to its full potential, according to LANSA. That is what led the company to ask LANSA to build the Active Lead Management (ALM) system to organize the lead-capture process, and to streamline the resulting workflow.
Under the new ALM system, which was developed with LANSA’s tool for Windows, Visual LANSA, leads that are captured through Maronda’s Web site or other marketing outlets are automatically qualified, rated, and channeled to the appropriate sales representative. The system, which utilizes a back-end System i database, also allows leads to be entered manually when prospective homebuyers call Maronda on the phone or visits a model home.
Once the lead has been captured into the ALM system, the software uses a series of reminders and alerts to make sure that sales reps follow through with appointments, phone calls, letters, visits, and demonstrations. It also has links into Maronda’s own lending company, MFC Mortgage.
User interaction with ALM is done through browser-based interfaces, which simplify use and navigation. All communications, including phone calls, e-mails, notes, and appointments, are automatically logged by the system, further simplifying things for the sales reps. The software also makes it easy for sales reps to e-mail images, floor plans, and other tools of the trade.
Sales managers get a dashboard view, allowing them to monitor leads and sales activity across a region, and providing them with performance metrics necessary to make business decisions.