DemandGen

Marketing Automation and Lead Management Experts

  • Services
      • MarTech Deployment & Integration
      • Lead Management & ABM
      • Managed Services
      • Consulting & Best Practices
      • Reporting & Analytics
      • Data Services
  • Why DemandGen?
      • Overview
      • The Demand Factory™
      • Partners
  • Resources
  • Company
      • Our Team
      • Careers
      • Headquarters
      • Events
      • Contact Us
  • Blog
  • Contact Us

DemandGen Blog

  • Home
  • Categories
    • Campaign Execution
    • CRM
    • Data and Insights
    • Demand Funnel
    • DemandGen Events
    • Eloqua
    • Lead Management
    • Lead Nurturing
    • Lead Scoring
    • Marketing Automation
    • Marketo
    • Sales and Marketing Alignment
    • Segmentation

How DemandGen Helped Boost Outbound Conversions by 40%

June 28, 2016
CaseStudy_Avalara_DemandGen
SITUATION

Avalara helps businesses of all sizes achieve compliance with sales and excise tax, VAT and other transactional tax requirements. Avalara offers hundreds of pre-built connectors into leading accounting, ERP, e-commerce and other business applications. The company processes millions of tax transactions for customers and free users every day, files hundreds of thousands of transactional tax returns per year, and manages millions of exemption certificates and other compliance related documents. internationally.

Avalara needed a more effective way to score, prioritize and manage leads, and better alignment between sales and marketing teams to improve lead conversions.

SOLUTION

Avalara worked with DemandGen to develop a lead management program that enables reliable lead scoring, prioritization, enabling its sales team to send targeted messaging to prospects and MQLs. In order to do that, they went through a four-phase lead scoring model as follows:

Phase 1: Develop a lead funnel taxonomy

Phase 2: Defining the lead score

Phase 3: Aligning the lead nurture strategy with the buying cycle

Phase 4: Demand Funnel Reporting

RESULTS

Avalara has realized significant increases in opportunities, deals, and associated revenue:

• 35% increase in outbound opportunities

• 40% increase in outbound deals

• 15% increase in outbound revenue

For more information on how DemandGen can become your team’s partner and help you with your lead management or lead scoring, contact us! If you would like to see more examples of how we’ve helped other clients, check out our case studies!

Post Views: 1,145
Category: Lead ManagementTags: lead management

Share this:

  • Click to share on Facebook (Opens in new window)
  • Click to share on Twitter (Opens in new window)
  • Click to share on LinkedIn (Opens in new window)
Previous Post
Next Post

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Subscribe

Get our latest updates and blog posts.

Services

  • ABM Services
  • Marketing Technology
  • Lead Management & ABM
  • Consulting Services
  • Reporting & Analytics
  • Data Services
  • Oracle Eloqua Consulting
  • Marketo Consulting
  • HubSpot Consulting
  • Pardot Consulting
  • Campaign Launchpad
  • Campaign Execution Services

Why DemandGen?

  • Overview
  • The Demand Factory™
  • Partners

Resources

  • Resource Directory
  • Marketing Automation
  • Case Studies
  • Blog
  • Events
  • DemandGen Radio
  • DemandGen TV

Company

  • Our Team
  • Careers
  • Headquarters
Contact Us
  • LinkedIn
  • Facebook
  • Twitter
  • Podcast
  • YouTube
© 2021 DemandGen International, Inc. All Rights Reserved.
  • Privacy Policy
  • Terms of Service
  • Site Map