Introduction
This case study shows how Colabo provided their solution for a US-based enterprise to establish and grow their sales in a new EU territory, and ultimately exceed their sales projections.
Background
An industry-leading provider of a cloud-based Customer Experience Management software, this organization helps enterprises improve their customer programs. By enabling all parts of the organization to access and digest this information, their solution allows the executive team to obtain a high level view of how the different business units are performing and identify how to improve their customers’ experiences.
Dilemma
The client’s existing solution at the time (list acquisition) delivered low quality leads with less than 45% accuracy of contacts, which resulted in less than 1% engagement rates with no conversions. This was followed by the implementation of a marketing automation solution, which was extremely helpful in delivering timely and relevant content that was not being delivered to qualified leads.
Business opportunity
Colabo reached out to the organization in response to a question posted on Quora from one of their Inside Sales Managers about lead conversion rates.
Using Colabo’s lead discovery platform would provide the starting point for the client to set their lead parameters and begin to generate qualified leads in their target regions.
Solution
By implementing Colabo’s solution, the organization has been able to successfully identify their perfect lead and deliver an over-abundance of new leads into their sales funnel. Colabo’s platform has helped them locate and engage with their competitors’ leads, which in turn has led to a shorter sales cycle and an improved lead-to-sales conversion rate. When the client ventured into the European market, they struggled to find quality leads to build their sales funnel. Colabo then mapped out the relevant local sources to identify the perfect leads according to the regional differences, which were significantly different from their original US market place. By using Colabo’s platform there they were able to replicate their US success.
Integration with the client’s marketing automation solution was seamless and has allowed the sales efforts to continue on a regular basis, to inform and educate their target audience about the benefits of using their product. This has given the organization a wider range of communication tactics to supplement their emailing efforts. With the wealth of information available from Colabo’s platform, the client was able to build a customized Demand Generation program highlighting all the relevant product messaging to drive these prospects through the sales funnel and into the hands of their Sales team.
This client continues to receive the full benefits of Colabo’s lead discovery platform, providing their Sales team with qualified leads to replenish their sales funnel.
Conclusion
Colabo’s platform has proved to be a strategic and reliable enterprise solution for companies looking to supplement their lead generation efforts, by identifying their version of a perfect lead. By building a “hunter” mentality into Colabo’s technology, this has proved extremely beneficial in targeting the right prospects at the right time in the right company. The predictive capabilities of the platform are critical to the lead conversion process and enable the company’s clients to achieve their revenue forecasts.
Leading enterprises looking to maintain their competitive edge trust Colabo’s intelligent sales solution as a systematic way of providing the right type of leads every time.
