I am working at a company where we receive an overwhelming amount of enquiries,previously killing the sales team and our R&D department. We are an established product manufacturer and not a system integrator, and as a consequence, in 2015 we saw a hit rate of 1-5% on our quotes.
System integrators will therefore usually come to us to ask for any quotes and proposal for solutions. However as the requirements are varying, it is difficult to standardise our products and some tailoring have to be made.
We have therefore recently started screening incoming enquiries with regards to operational profile, history, fit, etc. to trying to increase the hit ratio.
I am curious if there is anyone out there doing the same thing and what your experience with this is. Are there eventually other alternatives?