Qualified

Alation, a leader in data intelligence solutions, faced a significant challenge in pipeline generation. Their website, a critical channel for pipeline generation, was attracting a growing number of new visitors each month due to a thoughtful SEO strategy. However, Alation wanted to provide an intuitive user experience and navigation to its visitors and become less reliant on forms. They needed a way to meet visitors at the precise moment when they were seeking more information and accurately identify and route qualified buyers to their dedicated account owners for a real-time conversation. Alation’s global sales development representative (SDR) team, divided into U.S., EMEA, and APAC markets, lacked visibility into website traffic and couldn't determine which regions website visitors were located in, how they were making their way to the website, and to whom they should be routed. This lack of extensive lead-routing capabilities meant that the SDR team couldn’t immediately engage visitors in a conversation, leading to missed potential pipeline opportunities.

Matterport, a leading spatial data platform, was facing a challenge in managing their website traffic effectively. With nearly 500,000 unique visitors every month, the company was struggling to convert these visitors into potential leads for their sales team. The sales team was overwhelmed with manually routing support inquiries that were not vetted but still required attention. The company had initially started their program with another vendor, but the weak Salesforce integration led to many manual processes and hindered proper revenue tracking. They needed a solution that could support their global business with complex segmentation and routing, allowing them to efficiently manage support requests, high-value prospects, and spam leads.

Metadata's website was their primary channel for pipeline generation, attracting around 35,000 monthly visitors. However, they faced challenges in providing an intuitive user experience and accurately identifying and routing qualified buyers to dedicated account owners for real-time conversations. Their previous solution, Drift, was unable to distinguish visitors or route them effectively to their assigned sales development representatives (SDRs). The chat experience was not optimal, as it asked the same qualifying questions to all visitors, regardless of their account tier. This led to a high drop-off rate of 70% and a low success rate in engaging visitors in actual conversations. Metadata needed a solution that could better identify valuable visitors and facilitate more effective sales conversations.

Adecco faced challenges in effectively identifying and engaging with website visitors, which included both job seekers and employers. The lack of a conversational marketing and sales solution led to missed lead conversions and unrealized opportunities. The existing 'Contact Us' form was insufficient for understanding visitor needs, and the COVID-19 pandemic further complicated their sales model by necessitating a shift from traditional face-to-face interactions to digital engagement. Adecco needed a solution to maintain personal connections in a digital-first world.

Veritone faced challenges with their extensive website, which contained a large amount of content, making it difficult for visitors to find the products and resources they needed. The Chief Marketing Officer, Scott Leatherman, recognized the need to improve visitor engagement and streamline the process of connecting visitors with relevant information. With 18 solutions across five different businesses, Veritone needed a way to break through the digital noise and guide visitors to pertinent content, ultimately increasing pipeline and engagement. The company evaluated different solutions and found that Qualified stood out due to its customer success team and ability to meet Veritone's needs for engaging prospects and moving them through the sales funnel.

AlphaSense was experiencing significant web traffic through various marketing channels, but their website was not effectively converting this traffic into a demand generation machine for pipeline. Prospects who reached the website were not engaged at critical moments of high intent, leading to missed opportunities for sales development representatives (SDRs) to interact with prospects and drive pipeline. Mike Werch, Director of Marketing Operations at AlphaSense, had previously implemented other conversational solutions but was dissatisfied with their customer support, high costs, and lack of integration capabilities. He sought a new conversational solution partner that could seamlessly integrate with AlphaSense's existing tech stack, provide superior support, and deliver tangible results.

For years, Gamma had been doing marketing and sales the traditional B2B way. Their marketing team invested time and money building up SEO and marketing campaigns which sent qualified traffic to their website. Interested buyers were expected to fill out a form, and upon doing so, the sales team began the chase via phone and email to lock in a meeting time. The process was painful for all parties. The marketing team had to sit on the sidelines and hope that their leads received proper attention, customers were forced down a glacially slow buying process, and sales reps had to put in a lot of work to schedule one meeting. Something needed to change. Gamma initially explored website chatbots to improve the process, but they soon realized they needed something bigger and better than just bots; bots help companies quickly collect information, but they still send customers into the traditional lead queue and follow up process. They needed a platform to identify their most important website visitors and engage them in real-time, personalized sales experiences.

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.

Revenue.io was using a conversational sales and marketing tool for lead collection, but it was too basic for their needs. The tool was dependent on inbound engagement, limiting proactive outreach. Sales development representatives (SDRs) lacked insight into site visitors, missing opportunities for meaningful interactions. This resulted in lost pipeline and missed quotas.

Anna Centrella, Director of Sales Development at Carta, oversees a team of Sales Development Representatives (SDRs) whose primary role is to capture and qualify pipeline for the sales team to convert into revenue. She understands that Carta’s website is the storefront to Carta’s business because it is where buyers come to learn more about their products and solutions. In fact, roughly 30,000 potential buyers visit Carta’s website each month. Anna knew the site could do more to drive pipeline. Initially, Carta was using another solution to power their conversational sales and marketing program. However, it wasn’t providing enough information about who was visiting the site, their purchase intent, or if they fit Carta’s ideal customer profile. At the same time, this solution's passive interactions with site visitors weren’t capturing the critical information needed to generate more pipeline. What’s more, this solution had a brittle integration with Salesforce, Carta’s CRM platform. Data from Salesforce wouldn't pull into the platform in real time so Anna's team had to jump back and forth between the two to get a more complete view of their visitors. Doing so hurt both rep efficiency and the visitor experience. As a result, chat dropoff rates were high and the success rate of reps engaging in actual conversations were low. “We were losing these amazing opportunities when someone was actually engaged and interested,” Anna said. “I felt like we were leaving deals on the table.”