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The Smart Techie was renamed Siliconindia India Edition starting Feb 2012 to continue the nearly two decade track record of excellence of our US edition.

May - 2010 - issue > Top 10 Most Promising Tech Companies

LeadForce1: The Next Google of the B2B sector?

Vimali Swamy
Monday, May 10, 2010
Vimali Swamy
A large B2B enterprise in the IT sector had great success in driving enterprise visitors to its website through multiple marketing campaigns. However, out of 15,515 visits from US companies, there were just 19 form fills which translates to a meager 0.1 percent. Thus, it was unable to effectively translate the opportunities provided by the website visitor traffic, into sales.

The net result, it lost out in identifying and converting a lot of prospects who visited its website. Also the company had no visitor tracking mechanism and was unable to assess and analyze visitor behavior on its site. This lack of information and insight into the browsing behavior of the visitor, limited the sales team in developing a targeted pitch when approaching these visitors who registered. The company also failed to decipher the stage of decision making the visitor was in. Such information would have enabled them to develop a more customized lead nurturing plan, resulting in shorter sales cycles.

But things changed once the company approached LeadForce1. Founded in 2008, the Santa Clara headquartered company is a provider of next generation marketing automation solutions.

After deploying LeadForce1, the company got 4,298 leads out of the 15,515 visits, thus taking the conversion from 0.1 percent to 28 percent, a whopping 22,621 percent ROI! According to the customer’s VP of Marketing, once LeadForce1 was deployed, they started phasing out forms from their corporate website and felt that forms were a thing of the past with LeadForce1 in the picture. LeadForce1 also gave rich and real-time pipeline intelligence and made marketing automation intelligent.

LeadForce1 transformed the way the company’s sales and marketing team approached and responded to lead generation, lead management, and sales follow-through. Using LeadForce1's exhaustive analytics reporting, the marketing team was able to deliver key leads to their sales teams across geographies.

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