Qualified > Case Studies > Poly's Strategic Use of Qualified to Boost Mid-Market Pipeline by 22%

Poly's Strategic Use of Qualified to Boost Mid-Market Pipeline by 22%

Customer Company Size

Large Corporate

Region

America

Country

United States

Product

Qualified
Poly Lens

Tech Stack

Salesforce
ZoomInfo
Marketo
Outreach

Implementation Scale

Enterprise-wide Deployment

Impact Metrics

Revenue Growth
Customer Satisfaction
Productivity Improvements

Technology Category

Platform as a Service (PaaS) - Connectivity Platforms
Application Infrastructure & Middleware - API Integration & Management

Applicable Industries

Telecommunications

Applicable Functions

Sales & Marketing
Business Operation

Use Cases

Predictive Replenishment

Services

System Integration
Software Design & Engineering Services

About The Customer

Poly is a $2 billion multinational telecommunications corporation headquartered in Santa Cruz, California. With over 6,500 employees across 75 offices worldwide, Poly specializes in developing voice, video, and communication technologies. Their products, such as video cameras, headsets, and the Poly Lens, have been crucial in supporting the shift to remote work during the COVID-19 pandemic. Poly's solutions are trusted by 100% of Fortune 500 companies, including Cisco, PepsiCo, and L’Oréal, to facilitate collaboration and connection regardless of location. While Poly has been successful in the enterprise sector, they are now focusing on the mid-market sector due to its significant growth potential.

The Challenge

Poly, a leading telecommunications company, recognized the untapped potential in the mid-market sector. Despite having a significant volume of website traffic, they struggled to convert these visitors into a pipeline. The existing form-fill tool was inefficient, as it sent all submissions to a general sales queue without proper vetting, causing sales reps to waste time on unqualified leads. Poly needed a solution to proactively identify and segment qualified web traffic, particularly from mid-market businesses, and route them to the appropriate sales reps for real-time conversations.

The Solution

Poly implemented Qualified to leverage its advanced segmentation and routing capabilities, along with the expertise of Qualified Success Architects (QSA) in Salesforce. The strategy involved using chatbots on high-value webpages to engage visitors with qualification questions and route them based on their responses. Known visitors from mid-market accounts were automatically segmented and directed to dedicated sales reps using Salesforce data. Sales reps were instantly alerted when valuable visitors arrived on the website, allowing them to initiate conversations proactively. Qualified's team provided comprehensive support, including building complex logic, resolving routing issues, and onboarding sales reps efficiently. This collaboration ensured Poly's successful implementation and utilization of the tool.

Operational Impact

Poly successfully increased their pipeline by 22% within five months of using Qualified, attributing this growth to customer-centric conversations facilitated by the tool.
The implementation of Qualified allowed Poly to efficiently route customers and partners, significantly increasing deflection rates by 40% and enabling sales reps to focus on inbound leads.
Poly's strategic use of Qualified Conversations led to the creation of Stage-1 Opportunities from website visitors, directly contributing to their pipeline growth.

Quantitative Benefit