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 product at Dell KACE targets busy IT system administrators, who like to tinker with software before making decisions. A free evaluation of the product was available, but the marketing team found that managing requirements for the trial was labor intensive, and that many prospects didn’t get around to installing or working with the product before the trial period ended. DemandGen helped the Dell KACE team design and implement an automated nurturing program that begins with free trial licensing and continues with friendly and informative communications throughout the trial period.