With Marketo we're able to automate our communication and lead generation vehicle, giving us more freedom for innovation – resulting in a database growth of zero to 55,000 in less than a year.Scott Schwarzhoff
Vice President of Marketing
- Increased prospect database from 0 to 55,000 in less than one year
- Increased install base from 1 to 200 in less than three months
- Increased response rates for prospects by 3X
Appcelerator, a services and platform company that enables web developers to build content-rich apps for mobile and desktop platforms, was challenged with attracting new prospects to their website, tracking the behavior of their prospects and eventually communicating to them as customers once they converted. With a free open source product and increasing competition, Appcelerator needed to come up with a solution to start converting prospects to customers, quickly.
Today, Appcelerator uses Marketo Lead Management to attract new developers to download their free open source product, Titanium. Once in their system, Appcelerator can track prospect behavior as they move through the development lifecycle and respond with trigger campaigns using lead scoring when predefined milestones are hit. Once prospects convert as customers, Appcelerator can rest assured that their customers are being communicated to using 25 automated nurture campaigns – giving Appcelerator the freedom to focus on innovation.
With Marketo, Appcelerator has significantly increased their prospect database – from zero to 55,000 active developers, an increase of approximately 5,000 prospects per month. Using nurture campaigns and lead scoring, they’ve experienced an increase of 3X in prospect response rates and have consequently taken their install base from zero to over 200 customers in less than three months. As a result, Appcelerator customers can now celebrate the development of over 2100 apps in 80% less time, including notables such as “Bud Light HFL” for Anheuser-Busch, “Late Night with Jimmy Fallon” app for NBC, and “Jersey Shore Yourself” for MTV and numerous popular apps for the iPad.