ScaleArc's Innovative Use of IoT for Database Load Balancing
Applicable Industries
- Buildings
- Oil & Gas
Applicable Functions
- Sales & Marketing
Use Cases
- Building Automation & Control
About The Customer
ScaleArc is a startup that is pioneering the emerging software category of database load balancing. They provide enterprise software solutions to IT buyers in the highly competitive tech market. Their innovative software helps businesses balance their database load, thereby improving efficiency and performance. As a new player in the market, they are constantly looking for ways to educate potential customers about their software and convert leads into sales. Their customer base is wide and varied, requiring multiple interactions before a sale can be made.
The Challenge
ScaleArc, a recent startup, was faced with the daunting task of not only building a new brand but also pioneering a new software category - database load balancing software. The challenge was twofold. Firstly, they had to establish their brand in the highly competitive tech market. Secondly, they had to educate potential customers about this emerging software category. Given the crowded nature of the tech market, prospects required multiple interactions before they could be moved through the sales cycle. This posed a significant challenge for ScaleArc as they needed to accelerate a wide base of prospects while also educating them about their innovative software.
The Solution
To tackle this challenge, ScaleArc decided to augment its team of Business Development Representatives (BDRs). They developed a plan to integrate Conversica with Marketo and Salesforce. Conversica is an AI-powered virtual sales assistant, named Jessica, who was deployed to convert leads into sales meetings. Jessica was designed to follow up with potential leads in a personable yet persistent manner. This allowed her to effectively identify valuable leads as opposed to those who were merely interested in the swag at a tradeshow. Jessica was also successful in re-engaging dormant prospects, thereby expanding the potential customer base for ScaleArc.
Operational Impact
Quantitative Benefit
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