Corelight Enhances Lead Management and Boosts ROI with Conversational Marketing
Technology Category
- Application Infrastructure & Middleware - Database Management & Storage
- Infrastructure as a Service (IaaS) - Cloud Databases
Applicable Industries
- National Security & Defense
Applicable Functions
- Sales & Marketing
Use Cases
- Cybersecurity
- Tamper Detection
About The Customer
Founded in 2013, Corelight is a technology company that offers network detection and response solutions for cybersecurity. The company aims to help security professionals understand network traffic to better detect and stop cyberattacks. Corelight values the opportunity to engage and educate potential customers at events and tradeshows, but they were struggling to follow up effectively with all event attendees and registrants. They needed a more efficient way to manage their leads and educate them about their solutions, which are crucial for enterprise security.
The Challenge
Corelight, a mid-market technology company specializing in network detection and response solutions for cybersecurity, was facing a common business challenge - too many leads and not enough resources to manage them effectively. This problem was particularly evident in the aftermath of events and tradeshows, where the company struggled to follow up with all attendees, registrants, and booth scans. The team needed a more efficient way to engage these leads, educate them about their solutions, and explain their importance to enterprise security. The challenge was not just about managing the volume of leads but also about providing valuable and relevant information to nurture these leads.
The Solution
To address these challenges, Corelight turned to Conversica's AI Assistants for Conversational Marketing. The AI Assistant, named Dani, was initially used for post-event follow-up, sending emails to attendees to gauge their interest and answer any questions. However, the strategy evolved when one of Corelight’s Inside Sales Reps suggested that Dani could provide additional value by sharing relevant content during the first interaction with a lead. As a result, Dani began to distribute webcasts recordings, content downloads, and other resources to leads and contacts. This approach not only helped to engage leads from the first touch but also allowed Corelight to cultivate early interest from pre-MQLs, reactivate dormant leads, and even consider reaching out ahead of events to generate interest or set meetings for attendees in advance.
Operational Impact
Quantitative Benefit
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