Exceed.ai Enhances Elkem’s Lead Qualification Process, Boosting Conversion Rates by 40%

Elkem, a well-established raw and advanced materials company, was grappling with the challenge of managing over 7000+ leads a year. The sales team was overwhelmed, struggling to differentiate between unknown intent and promising inbound leads while also maintaining attention to existing clients. The company was in dire need of a solution that could alleviate the burden on sales without missing out on new opportunities. The sales team was primarily focused on demand generation among existing customers, and the marketing team’s influx of new, unknown intent inbound leads were seen as cluttering their CRM. The lack of a system to filter and understand the leads’ intent or relevance led to clashes between the marketing and sales teams on how to manage the new leads. Additionally, lead nurturing posed a significant challenge as Elkem’s marketing automation solution (Pardot) was incapable of conducting two-way conversations or replying to a potential lead inquiry, understand and analyze the comment, and recommend an appropriate next step.

Elkem is a global leader in the production of raw and advanced materials. Founded over a century ago, the company has an extensive customer base spanning markets across the globe. Elkem Silicones, a division of Elkem, operates 14 multi-functional manufacturing sites and 13 Research & Innovation centers worldwide. The company offers a full range of silicone technologies for diverse specialty markets including aerospace, automotive, construction, renewable energy, healthcare, paper coatings, personal care, and textiles. Elkem Silicones is committed to creating new, innovative, and green solutions and business models that promote a sustainable future.