With Marketo, our leads are not only more qualified, they represent the single largest contributor to the pipeline and over 25% of the closed revenue.Lilia Todorova
- More than doubled marketing-sourced contribution to revenue
- Grew marketing's contribution to sales pipeline from single digits to 38% in about one year
- Improved qualified leads by 5x
Corporate Visions a consulting firm that helps sales and marketing create messages, develop tools and deliver customer-focused conversations that provide competitive differentiation faced a 12-month corporate challenge to become 'the #1 contributor to sales pipeline'. With no marketing automation solution and a contact database that had been ignored for five years, Corporate Visions was passing a minimal number of unqualified leads to sales, relying on inbound leads and customer referrals to drive growth. In addition, instead of focusing on revenue-bearing activities, Corporate Visions' small marketing team spent their time coding and designing landing pages.
Corporate Visions chose Marketo for its ease-of-use, 'incredibly helpful' customer enablement team and ability to deliver immediate results. Marketo Lead Management enabled Corporate Visions to expand its web presence and run targeted email marketing campaigns, touching every prospect in its database with a customized message according to their level of engagement.
Using Marketo, Corporate Visions has improved lead quality and increased qualified leads by 5x. With the ability to launch powerful and flexible automated campaigns and the use of lead scoring, marketing's contribution to the sales pipeline grew by 10x and marketing-sourced contribution to revenue shot to 25% - with no additional resources, no IT and no outsourcing. Furthermore, marketing and sales are now better aligned and Corporate Visions' small but nimble marketing team saved time and money and can now focus its creative energy on more strategic initiatives.