Poly's Strategic Use of Qualified to Boost Mid-Market Pipeline by 22%
公司规模
Large Corporate
地区
- America
国家
- United States
产品
- Qualified
- Poly Lens
技术栈
- Salesforce
- ZoomInfo
- Marketo
- Outreach
实施规模
- Enterprise-wide Deployment
影响指标
- Revenue Growth
- Customer Satisfaction
- Productivity Improvements
技术
- 平台即服务 (PaaS) - 连接平台
- 应用基础设施与中间件 - API 集成与管理
适用行业
- 电信
适用功能
- 销售与市场营销
- 商业运营
用例
- 补货预测
服务
- 系统集成
- 软件设计与工程服务
关于客户
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.
挑战
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.
解决方案
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.
运营影响
数量效益
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