When e.Republic, Inc., a leading publishing, research, event and new media company, decided to implement marketing automation, the requirements were particularly complex but they needed to get up and running quickly. DemandGen’s responsibility was to successfully configure and launch the marketing automation system, integrate it with e.Republic’s Salesforce CRM system, and develop custom subscription forms…
Dell KACE Free Trial Nurturing
Dell KACE implemented an automated nurturing program that begins with free trial licensing and continues with friendly and informative communications throughout the trial period. Integrated with a data warehouse, the program provides a means for Dell KACE to manage and monitor user activity, delivering relevant content at each stage of the buying cycle. A complex…
Vistage Lead Scoring Approach
Vistage International is the world’s leading chief executive organization that provides essential coaching programs for CEOs and senior executives of small- to medium-sized businesses. Because the service is so appealing to both qualified and unqualified candidates, Vistage’s marketing programs typically generate many unqualified leads. DemandGen held a workshop with the sales and marketing team, and…
Jaspersoft’s Award Winning Demand Factory
Jaspersoft (purchased by Tibco) is a commercial open source business intelligence software provider that operates on a subscription-based revenue model. As of April 2012, 85% of the pipeline was sourced by marketing; there was no service level agreement between sales and marketing, and lead flow was highly unpredictable. DemandGen helped revamp its process, implementing a new funnel…
Concur’s Lead Management Model
Concur, a leading provider of expense and travel management solutions, was working to scale growth to engage different industries and companies with different products. However, ineffective lead management led to subpar lead quality and follow-up, which impacted Concur’s revenue. DemandGen’s comprehensive approach integrates marketing and sales alignment with lead scoring to move prospects through the…
TrialPay’s Nurtures to Drive Adoption
When Daniel Greenberg accepted the role of Chief Marketing Officer at TrialPay— provider of a leading e-commerce promotion and payments platform—his first priority was to make marketing a key revenue driver by automating best practices and leveraging marketing investments to their best advantage. But so-called “stalled” merchants who requested TrialPay promotional services but failed to deploy…