Demandbase
Case Studies
Matillion's Successful Adoption of Demandbase for Enhanced Sales and Marketing Alignment
Overview
Matillion's Successful Adoption of Demandbase for Enhanced Sales and Marketing AlignmentDemandbase |
Analytics & Modeling - Machine Learning Infrastructure as a Service (IaaS) - Cloud Computing | |
Education Equipment & Machinery | |
Sales & Marketing | |
Mass Customization Time Sensitive Networking | |
Cloud Planning, Design & Implementation Services System Integration | |
Operational Impact
The adoption of Demandbase led to a significant improvement in Matillion's operational efficiency. The sales team became more focused and efficient, no longer having to prospect into large account lists. They were able to go solely after accounts that had been warmed up by marketing, using insights such as intent signals and how long an account had been in a journey stage. This allowed them to respond quickly when they saw movement. The account-based marketing (ABM) team, freed from having to manually generate sales insights reports, was able to spend their time executing additional programs and developing new playbooks for different types of strategies. The company saw a big spike in performance followed by steady improvement, with a dramatic increase in the number of demos and discovery calls set up, as well as conversion rates. | |
Quantitative Benefit
87% adoption rate across marketing and sales | |
Dramatic improvement in the number of demos and discovery calls set up | |
Significant increase in conversion rates | |