Case Study
ComSci
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“As a start up in the emerging market of IT finance management, it was imperative for us to be better than any competition. Marketo gives us that competitive edge.” Read more ‣
Vice President, Strategic Partnerships & Global Marketing Strategies
ComSci
ComSci Moves Ahead of the Competition with Marketo Highlights
Highlights
- Dramatic decrease in sales cycle - from 12-24 months to less than 6 months
- Significant increase in sales revenue in less than 6 months from initial installation
- Grown company awareness and brand while improving marketing ROI
Challenges
ComSci delivers Technology Financial Management solutions that empower organizations to implement more effective IT financial management processes. Based in Iselin, New Jersey, ComSci’s customers include The Bank of New York Mellon, NYU Langone Medical Center, 1-800-FLOWERS.COM, Memorial Sloan-Kettering Cancer Center, SAP, and UBS Investment Bank. While ComSci had a good idea of who their prospects were, they had no effective way to track, manage and market to their leads.
Solution
In less than six months of deploying Marketo, ComSci developed a database of nearly 16,000 leads. These leads were captured and developed completely with Marketo and automatically updated through seamless integration with SalesForce.com. Today, ComSci relies on Marketo for all of its marketing campaigns. Since implementing Marketo, they have successfully launched over 27 campaigns, including announcements regarding webinars, white papers, new products and new client press releases.
Benefits
Thanks to Marketo’s daily web traffic reporting coupled with the Marketo Sales Insights lead updates, ComSci is able to zero in on targeted lead nurturing activities in a way that was never possible before. As a result, their sales cycles, which used to be measured in years, has been cut to less than six months. Further, ComSci projects a 3-digit revenue increase in 2011 due to implementing Marketo.