Case Studies

RingCentral Triples Conversion Rates, Boosts Pipeline & Enables Effective ABM

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20% more Marketing Qualified Leads 20% increase in contact connect rate for Sales 10% improvement rate in quality of data >100,000 net-new prospects & visibility into target market CASE STUDY N3 Increases MQLs & Sales Connect Rates by 20% with Single Source of Truth for Data Results 3 1 2 The Customer RingCentral is the leading provider of cloud-based communications and collaboration solutions for businesses. The Challenges RingCentral recognized they were missing out on many potentially-valuable opportunities because leads weren't being aligned to the right accounts with the right information. This, in turn meant sales and marketing activities weren't aligned to be most effective and relevant to potential customers. In order to improve results and boost RingCentral's pipeline, the company implemented an account-based marketing (ABM) strategy. Three core components of this strategy were: CASE STUDY RingCentral Triples Conversion Rates, Boosts Pipeline & Enables Highly Effective ABM Results accurate lead-to-account matching The Problem More than 30% of inbound leads had missing or inaccurate data in key fields like company employee size. As a result, they couldn't be automatically routed to the right Sales team and were being ignored. Equally troublesome from an ABM perspective, 20% of inbound leads couldn't be matched to accounts. Company information was often missing or in a non-standard format. accurate and actionable account and lead insights improved routing and prioritization of leads >300% increase in lead-to-opportunity conversion rate 5 data sources consolidated to just 1 200,000 qualified leads discovered/ reactivated in their database 65 hours saved per sales rep every quarter 7.2% increase in ASP Eliminated multiple owners per account More than 30% of inbound leads had missing or inaccurate data in key fields. Company Size Job Title

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