Case Studies

Learn more about DemandGen's Lead Management services www.demandgen.com | main: 925.678.2500 | sales: 925.678.2511 | info@demandgen.com © 2016 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. 1 Tyco Integrated Security Aligns Sales and Marketing to Drive Lead Conversion with DemandGen. BACKGROUND As a business unit of Tyco International Ltd., Tyco Integrated Security (TycoIS) is North America's leading commercial security systems integrator, providing secu- rity and business intelligence solutions to more than 500,000 customers. Operat- ing in the Boca Raton, FL and Mississauga, Ontario, TycoIS has more than 10,000 employees throughout North America. The company provides security solutions for the commercial, retail, industrial, and governmental markets. CHALLENGE As a newly formed independent company, TycoIS redefined its sales and marketing in 2015, which included investing in technology supporting its customer relationship management (CRM) and marketing technology ecosystem. "We turned to DemandGen to help us with some of the challenges we were facing with our lead generation and management processes," said Mia Kemp, Senior Manager at TycoIS. "We lacked a lead qualification process, and Sales had difficulty prioritizing leads. We needed to be able to distinguish between quantity and quality of leads, which was impossible with our existing manual approach to scoring, routing, assigning and tracking the leads." Kemp added that TycoIS's Sales and Marketing teams needed better alignment to support the necessary process changes. "It was critical to be able to link leads and opportunities to the campaigns we were creating, in order to improve upon them SITUATION Tyco IS was investing in technology to support its CRM solution and address challenges with lead generation and management processes. SOLUTION Working with DemandGen, TycoIS identified and implemented best- in-class frameworks and tools, and developed the business and technical processes necessary to automate and up-level its lead generation and man- agement strategy. RESULTS Tyco enjoys better transparency and collaboration between Marketing and Sales through a common taxonomy and process for qualifying leads. They can now focus on creating campaigns that target specific stages of the customer journey. "Thanks to DemandGen, we have better alignment between teams and repeatable processes that save time and eliminate confusion, making us more consistent and better equipped to create campaigns that drive lead conversion." − Mia Kemp, Senior Manager at Tyco Integrated Security A New Lead Management Program Creates Transparency

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