Issue link: https://resources.demandgen.com/i/852976
Learn more about DemandGen's marketing automation and lead management services www.demandgen.com | main: 925.678.2500 | sales: 925.678.2511 | info@demandgen.com © 2015 DemandGen International, Inc. All rights reserved. DemandGen and the DemandGen logo are registered trademarks of DemandGen International. All other product and company names may be trademarks of their respective owners. 4 • With the new lead scoring model, approximately 90% of the leads passed to Sales make their way into the pipeline. "The lead scoring reports are the 'aha' moments: now we can show Sales real value," Divya observes. • Quite a few opportunities are being uncovered from tens of thousands of archived leads. Marketing has begun to reengage with these dormant leads, and the sales development team is successfully moving them along in the funnel. The Future "Marketing automation is a journey: it's not just going to be done one fine day," notes Divya. Currently the team is refining lead scoring to help identify the tipping points for conversion, creating drilldown reporting dashboards, and looking at additional tools for business intelligence. "The company is confident enough of our success to raise our investments in demand marketing, so we'll continue to work with DemandGen to build out that original blueprint of a sophisticated, highly automated, highly scaleable revenue engine," confirms Doug. The team plans to revise the marketing analytics process to get even greater insight into the demand funnel. A new nurture strategy will fill mid-funnel gaps that have been revealed by the new reporting, and an automated program will handle sales development follow-up. "We are so in love with DemandGen," Divya declares. "Everyone is so approachable— it's their culture. The feeling you get is that they're just part of your extended team: they are part of Five9." Doug agrees. "DemandGen is an ideal bolt-on to your team. If you want to get something very sophisticated done very fast in a high-quality way, they give you the resources, strategy, and brain power to do it. Even when we run into things we didn't plan for, DemandGen always has someone at the helm ready to go. They have so much collective brainpower and sophisticated knowledge; they bring all the best ideas from the industry to bear on what we're trying to do, and push us to explore what else we can do. They help us be our best."