Conversica Case Studies KEMP Technologies Boosts Lead Engagement and Sales Opportunities with Conversica® AI Assistant

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	KEMP Technologies Boosts Lead Engagement and Sales Opportunities with Conversica® AI Assistant Conversica

KEMP Technologies Boosts Lead Engagement and Sales Opportunities with Conversica® AI Assistant

Conversica

Technology Category	Application Infrastructure & Middleware - Data Exchange & Integration Application Infrastructure & Middleware - Middleware, SDKs & Libraries
Applicable Industries	E-Commerce Recycling & Waste Management
Applicable Functions	Sales & Marketing
Use Cases	Demand Planning & Forecasting Time Sensitive Networking
Services	System Integration
Challenge	KEMP Technologies, a leader in advanced Layer 2 – 7 Application Delivery Controllers (ADC) and application-centric load balancing, faced a significant challenge in managing its growing number of sales leads. As the company's success in the market grew, so did the complexity and time-consuming nature of lead management. The company found it increasingly difficult to engage and nurture web visitors to determine their interest and intent, optimize lead qualification via marketing automation, and increase ROI on lead acquisition. The challenge was further complicated by KEMP's global presence, which introduced geographic and seasonal hurdles. It became impractical to hire enough sales reps to cover raw leads in all regions over all peak periods. The company needed a solution to automate nurturing and engagement with web leads beyond simple one-to-one email. Read More
About Customer	KEMP Technologies is an industry leader in advanced Layer 2 – 7 Application Delivery Controllers (ADC) and application-centric load balancing. The company has over 40,000 worldwide customer deployments, serving enterprises and organizations that demand highly available, scalable, and secure e-commerce, web, and collaboration applications with the best value-based price and performance. KEMP's global presence and success in the market have led to an increase in sales leads, necessitating a more efficient and effective lead management system. Read More
Solution	KEMP Technologies turned to Conversica, a leading provider of Intelligent Virtual Assistants for business, to address its lead management challenges. The company implemented Conversica's AI Assistant, Olivia, to engage with incoming leads, particularly those arriving via their 'freemium' product's separate website. Olivia was also used to reengage older and dormant leads. Recognizing the potential of Conversica to complement their marketing funnel and automation suite, KEMP integrated it with their Salesforce, Marketo, and marketing analytics systems. This integration provided KEMP with end-to-end visibility of every touchpoint, reduced the wait time for follow-up, and allowed the company to see exactly where the lead was in the buyer journey. The AI assistant excelled at engaging in human-like conversation, enabling the sales teams to focus on Marketing Qualified Leads that have shown interest and intent further down the buying cycle. Read More Log in to view content
Contents

Technology Category

Application Infrastructure & Middleware - Data Exchange & Integration

Application Infrastructure & Middleware - Middleware, SDKs & Libraries

Applicable Industries

E-Commerce

Recycling & Waste Management

Applicable Functions

Sales & Marketing

Use Cases

Demand Planning & Forecasting

Time Sensitive Networking

Services

System Integration

Challenge

KEMP Technologies, a leader in advanced Layer 2 – 7 Application Delivery Controllers (ADC) and application-centric load balancing, faced a significant challenge in managing its growing number of sales leads. As the company's success in the market grew, so did the complexity and time-consuming nature of lead management. The company found it increasingly difficult to engage and nurture web visitors to determine their interest and intent, optimize lead qualification via marketing automation, and increase ROI on lead acquisition. The challenge was further complicated by KEMP's global presence, which introduced geographic and seasonal hurdles. It became impractical to hire enough sales reps to cover raw leads in all regions over all peak periods. The company needed a solution to automate nurturing and engagement with web leads beyond simple one-to-one email.

About Customer

KEMP Technologies is an industry leader in advanced Layer 2 – 7 Application Delivery Controllers (ADC) and application-centric load balancing. The company has over 40,000 worldwide customer deployments, serving enterprises and organizations that demand highly available, scalable, and secure e-commerce, web, and collaboration applications with the best value-based price and performance. KEMP's global presence and success in the market have led to an increase in sales leads, necessitating a more efficient and effective lead management system.

Solution

KEMP Technologies turned to Conversica, a leading provider of Intelligent Virtual Assistants for business, to address its lead management challenges. The company implemented Conversica's AI Assistant, Olivia, to engage with incoming leads, particularly those arriving via their 'freemium' product's separate website. Olivia was also used to reengage older and dormant leads. Recognizing the potential of Conversica to complement their marketing funnel and automation suite, KEMP integrated it with their Salesforce, Marketo, and marketing analytics systems. This integration provided KEMP with end-to-end visibility of every touchpoint, reduced the wait time for follow-up, and allowed the company to see exactly where the lead was in the buyer journey. The AI assistant excelled at engaging in human-like conversation, enabling the sales teams to focus on Marketing Qualified Leads that have shown interest and intent further down the buying cycle.

Impact #1	The implementation of Conversica's AI Assistant, Olivia, has significantly improved KEMP Technologies' lead management process. The AI assistant's ability to engage in human-like conversation has allowed the sales teams to focus on Marketing Qualified Leads that have shown interest and intent further down the buying cycle, rather than wasting time on leads that are not ready or not buyers. The integration of Conversica with Salesforce, Marketo, and marketing analytics systems has provided KEMP with end-to-end visibility of every touchpoint, reducing the wait time for follow-up and enabling the company to see exactly where the lead is in the buyer journey. This has resulted in more efficient and effective lead management, improved sales team efficiency, and increased ROI on lead acquisition.

Impact #1

The implementation of Conversica's AI Assistant, Olivia, has significantly improved KEMP Technologies' lead management process. The AI assistant's ability to engage in human-like conversation has allowed the sales teams to focus on Marketing Qualified Leads that have shown interest and intent further down the buying cycle, rather than wasting time on leads that are not ready or not buyers. The integration of Conversica with Salesforce, Marketo, and marketing analytics systems has provided KEMP with end-to-end visibility of every touchpoint, reducing the wait time for follow-up and enabling the company to see exactly where the lead is in the buyer journey. This has resulted in more efficient and effective lead management, improved sales team efficiency, and increased ROI on lead acquisition.

Benefit #1	Engaged hundreds of web leads weekly
Benefit #2	Generated 25+ Marketing Qualified Leads per month for Sales teams
Benefit #3	Created 9 Net New Pipeline opportunities within the first 3 months worth over $100,000

Benefit #1

Engaged hundreds of web leads weekly

Benefit #2

Generated 25+ Marketing Qualified Leads per month for Sales teams

Benefit #3

Created 9 Net New Pipeline opportunities within the first 3 months worth over $100,000

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Overview

KEMP Technologies Boosts Lead Engagement and Sales Opportunities with Conversica® AI Assistant

Operational Impact

Quantitative Benefit