Vocalocity
Customers
Finally we have a tool that allows sales and marketing to work together to revive old leads and move new leads through the funnel faster.
David Politis, Executive Vice President and General Manager
Vocalocity
Vocalocity Saves time and Money While Improving Marketing and Sales Collaboration
Highlights
- Increased lead-to-opportunity conversion rates and closed more deals
- Cost savings equivalent to one full-time employee
- Improved marketing and sales collaboration and teamwork
Challenges
Vocalocity, a provider of Voice over Internet Protocol (VoIP) phone services for microenterprises, generated thousands of inquiries per month and attempted to contact each of those “leads” immediately. However, a manual process resulted in delayed follow-up. Worse, leads that didn’t close immediately got dropped since there was no process for recycling leads from sales to marketing and back. As a result, most leads went cold and “died on the vine.”
Solution
Marketo has enabled Vocalocity to break this logjam with a seamless process to immediately send new leads an email from their sales rep; recycle leads that don't get touched within 72 hours back to marketing; nurture leads based on their needs (VoIP or phone system) and buying criteria (price, quality, service); and score their behavior, so the company can determine when to pass the lead back to sales. Plus, this closed feedback loop between marketing and sales helps the company improve campaigns and optimize spend.
Benefits
Recycling leads back to marketing, combined with the greater insight Marketo provides the sales team about each lead’s needs, has resulted in a boost to company revenue, resulting from an increase in both opportunities and closed deals. At the same time, Marketo has more than paid for itself simply by doing the equivalent work of a dedicated, full-time person.
