Conversica Case Studies Corelight Enhances Lead Management and Boosts ROI with Conversational Marketing

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	Corelight Enhances Lead Management and Boosts ROI with Conversational Marketing Conversica

Corelight Enhances Lead Management and Boosts ROI with Conversational Marketing

Conversica

Technology Category	Application Infrastructure & Middleware - Database Management & Storage Infrastructure as a Service (IaaS) - Cloud Databases
Applicable Industries	National Security & Defense
Applicable Functions	Sales & Marketing
Use Cases	Cybersecurity Tamper Detection
Challenge	Corelight, a mid-market technology company specializing in network detection and response solutions for cybersecurity, was facing a common business challenge - too many leads and not enough resources to manage them effectively. This problem was particularly evident in the aftermath of events and tradeshows, where the company struggled to follow up with all attendees, registrants, and booth scans. The team needed a more efficient way to engage these leads, educate them about their solutions, and explain their importance to enterprise security. The challenge was not just about managing the volume of leads but also about providing valuable and relevant information to nurture these leads. Read More
About Customer	Founded in 2013, Corelight is a technology company that offers network detection and response solutions for cybersecurity. The company aims to help security professionals understand network traffic to better detect and stop cyberattacks. Corelight values the opportunity to engage and educate potential customers at events and tradeshows, but they were struggling to follow up effectively with all event attendees and registrants. They needed a more efficient way to manage their leads and educate them about their solutions, which are crucial for enterprise security. Read More
Solution	To address these challenges, Corelight turned to Conversica's AI Assistants for Conversational Marketing. The AI Assistant, named Dani, was initially used for post-event follow-up, sending emails to attendees to gauge their interest and answer any questions. However, the strategy evolved when one of Corelight’s Inside Sales Reps suggested that Dani could provide additional value by sharing relevant content during the first interaction with a lead. As a result, Dani began to distribute webcasts recordings, content downloads, and other resources to leads and contacts. This approach not only helped to engage leads from the first touch but also allowed Corelight to cultivate early interest from pre-MQLs, reactivate dormant leads, and even consider reaching out ahead of events to generate interest or set meetings for attendees in advance. Read More Log in to view content
Contents

Technology Category

Application Infrastructure & Middleware - Database Management & Storage

Infrastructure as a Service (IaaS) - Cloud Databases

Applicable Industries

National Security & Defense

Applicable Functions

Sales & Marketing

Use Cases

Cybersecurity

Tamper Detection

Challenge

Corelight, a mid-market technology company specializing in network detection and response solutions for cybersecurity, was facing a common business challenge - too many leads and not enough resources to manage them effectively. This problem was particularly evident in the aftermath of events and tradeshows, where the company struggled to follow up with all attendees, registrants, and booth scans. The team needed a more efficient way to engage these leads, educate them about their solutions, and explain their importance to enterprise security. The challenge was not just about managing the volume of leads but also about providing valuable and relevant information to nurture these leads.

About Customer

Founded in 2013, Corelight is a technology company that offers network detection and response solutions for cybersecurity. The company aims to help security professionals understand network traffic to better detect and stop cyberattacks. Corelight values the opportunity to engage and educate potential customers at events and tradeshows, but they were struggling to follow up effectively with all event attendees and registrants. They needed a more efficient way to manage their leads and educate them about their solutions, which are crucial for enterprise security.

Solution

To address these challenges, Corelight turned to Conversica's AI Assistants for Conversational Marketing. The AI Assistant, named Dani, was initially used for post-event follow-up, sending emails to attendees to gauge their interest and answer any questions. However, the strategy evolved when one of Corelight’s Inside Sales Reps suggested that Dani could provide additional value by sharing relevant content during the first interaction with a lead. As a result, Dani began to distribute webcasts recordings, content downloads, and other resources to leads and contacts. This approach not only helped to engage leads from the first touch but also allowed Corelight to cultivate early interest from pre-MQLs, reactivate dormant leads, and even consider reaching out ahead of events to generate interest or set meetings for attendees in advance.

Impact #1	The implementation of Conversica's AI Assistant has brought significant operational benefits to Corelight. The AI Assistant has enabled the company to manage a large volume of leads in an efficient and effective manner, saving over 2000 hours for the Inside Sales Rep team. The AI Assistant has also helped to cultivate early interest from leads, reactivate dormant leads, and even consider proactive outreach ahead of events. Moreover, Corelight has appreciated the customer service provided by Conversica, from onboarding to building conversations for their specific needs. Looking ahead, Corelight is considering expanding the use of Conversica's solutions, including website chat for engaging website visitors and integration with their new Marketing Automation Platform, Hubspot. They are also considering adding more languages to their Conversational AI solution to support their growing business beyond the US and into EMEA.

Impact #1

The implementation of Conversica's AI Assistant has brought significant operational benefits to Corelight. The AI Assistant has enabled the company to manage a large volume of leads in an efficient and effective manner, saving over 2000 hours for the Inside Sales Rep team. The AI Assistant has also helped to cultivate early interest from leads, reactivate dormant leads, and even consider proactive outreach ahead of events. Moreover, Corelight has appreciated the customer service provided by Conversica, from onboarding to building conversations for their specific needs. Looking ahead, Corelight is considering expanding the use of Conversica's solutions, including website chat for engaging website visitors and integration with their new Marketing Automation Platform, Hubspot. They are also considering adding more languages to their Conversational AI solution to support their growing business beyond the US and into EMEA.

Benefit #1	7600 leads messaged
Benefit #2	40,000 emails delivered
Benefit #3	2000+ hours saved for the ISR team

Benefit #1

7600 leads messaged

Benefit #2

40,000 emails delivered

Benefit #3

2000+ hours saved for the ISR team

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Overview

Corelight Enhances Lead Management and Boosts ROI with Conversational Marketing

Operational Impact

Quantitative Benefit