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"This knowledge allows us to really target our messaging to the user," notes Stein.
"Now my lead qualification team can see where you are with your trial, and if needed
we can overlay that with a phone call: 'Can I help you? Do you need assistance?
Let me understand the objectives of your organization.'"
As part of Dell KACE's expansion into new global markets, DemandGen and Stein's
team localized the initial drip campaign that drives prospects to the trial offer—as well
as the trial campaign and its supportive materials—in five different regions: Germany,
France, Japan, China, and Brazil.
Dramatic Results
Dell KACE has not only dramatically lowered the amount of staff time required in
the trial period, but has also seen impressive conversion rates: more than 30 percent
of installed trial users now purchase the product.
Stein has worked with several different Eloqua implementation firms, but puts
DemandGen at the top of his list. "We have a strong, long-term, committed
partnership that has evolved over a number of years, and I have a very close
working relationship with my DemandGen team," he says. "They've got the
technical expertise to help us on implementation and the project management
to help guide us. They understand our business, and they have invested in us."
