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CPP

We chose Marketo because in our opinion, it is the only system that allows us to have our marketing team solely focus on being marketers and not be distracted with IT issues.

cpp photo of kim stites sales and marketing automation specialist Kim Stites
Sales and Marketing Automation Specialist
CPP

Highlights

  • Improved marketing productivity
  • Ability to lead score and track prospects through the sales pipeline
  • Sales and marketing team alignment and collaboration
  • Tight integration with Salesforce.com

Challenges

 

Prior to Marketo, CPP— a world leader in personality, career, and organizational development assessments—had another marketing automation system. However, the system lacked tight salesforce.com integration and lead scoring was non-existent requiring marketing to build a scoring module from scratch. Marketing campaigns required a substantial amount of time and energy from the marketing department, forcing them to constantly involve IT. Further synchronization between the marketing automation system and the salesforce.com database would take hours, leaving the sales force at a disadvantage in terms of access to up-to-date customer and prospect information.

Solution

 

With Marketo installed, CPP launched their first marketing campaign within a month. During the first two-and-a-half months of implementing Marketo, CPP deployed lead scoring, set up their go-to-meeting integration, completed a webinar, and built their certification programs into Marketo. CPP is rolling out Marketo across three business units and expects to shorten the sales cycle substantially. Integration between Marketo and Salesforce.com was launched within hours and is now completely seamless.

Benefits

 

With Marketo, CPP increased their marketing bandwidth and are now able to efficiently launch and manage campaigns, programs, and events. In addition, the marketing and sales teams are integrated and together, they can track prospect behavior, know whom to call, and perform accurate lead scoring. Sales reps also now have the ability to follow up with prospects on a regular, timely basis. With Marketo Revenue Cycle Analytics, marketing can see how specific programs are impacting sales and revenues.