Conversica Case Studies Optimizing Lead Funnel and Conversions with AI: A CloudCheckr Case Study

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	Optimizing Lead Funnel and Conversions with AI: A CloudCheckr Case Study Conversica

Optimizing Lead Funnel and Conversions with AI: A CloudCheckr Case Study

Conversica

Technology Category	Infrastructure as a Service (IaaS) - Public Cloud Platform as a Service (PaaS) - Application Development Platforms
Applicable Functions	Product Research & Development Sales & Marketing
Use Cases	Demand Planning & Forecasting Inventory Management
Services	Cloud Planning, Design & Implementation Services
Challenge	CloudCheckr, a cloud management platform serving a wide range of customers, was facing challenges with their lead funnel. They had leads that were 'stuck' in the top or middle of the funnel, and their email campaign strategy was underperforming. The Sales and Marketing teams were keen on finding new ways to optimize their lead funnel and discover more opportunities within it. Despite their efforts to motivate these stuck leads through email marketing and nurture campaigns, they were not achieving the desired results. They were also wary of burdening their Sales Development team with the task of chasing potentially cold leads. Read More
About Customer	CloudCheckr is a cloud management platform that provides total visibility across multiple public cloud and hybrid workloads. Their customer base is diverse, ranging from government agencies to large enterprises and managed service providers. These customers use CloudCheckr's SaaS-based platform to secure, manage, and govern their most sensitive environments. The Sales and Marketing teams within CloudCheckr are always looking for innovative ways to optimize their lead funnel and find more opportunities within it. Read More
Solution	CloudCheckr decided to explore Conversica AI Assistants to attract and acquire new customers. Their primary goal was to accelerate conversions at each stage of the funnel, especially for leads stuck in the 'awareness' or 'interest' stages but had not yet met the MQL threshold. They adopted a two-phased approach. First, they aimed to capture intent after major milestones like booth scans at in-person events and webinar attendance or downloads. The Conversational AI solution personally touched each lead post-event to determine which leads were sales-ready and which should be nurtured over time. Second, they targeted prospects who had previously expressed interest but went dark for more than 90 days. They used their AI Assistant in tandem with Marketo to drive content consumption for these static leads. Following their initial successes, they expanded the capabilities of their Conversational Marketing and Sales solution to include additional skills. Read More Log in to view content
Contents

Technology Category

Infrastructure as a Service (IaaS) - Public Cloud

Platform as a Service (PaaS) - Application Development Platforms

Applicable Functions

Product Research & Development

Sales & Marketing

Use Cases

Demand Planning & Forecasting

Inventory Management

Services

Cloud Planning, Design & Implementation Services

Challenge

CloudCheckr, a cloud management platform serving a wide range of customers, was facing challenges with their lead funnel. They had leads that were 'stuck' in the top or middle of the funnel, and their email campaign strategy was underperforming. The Sales and Marketing teams were keen on finding new ways to optimize their lead funnel and discover more opportunities within it. Despite their efforts to motivate these stuck leads through email marketing and nurture campaigns, they were not achieving the desired results. They were also wary of burdening their Sales Development team with the task of chasing potentially cold leads.

About Customer

CloudCheckr is a cloud management platform that provides total visibility across multiple public cloud and hybrid workloads. Their customer base is diverse, ranging from government agencies to large enterprises and managed service providers. These customers use CloudCheckr's SaaS-based platform to secure, manage, and govern their most sensitive environments. The Sales and Marketing teams within CloudCheckr are always looking for innovative ways to optimize their lead funnel and find more opportunities within it.

Solution

CloudCheckr decided to explore Conversica AI Assistants to attract and acquire new customers. Their primary goal was to accelerate conversions at each stage of the funnel, especially for leads stuck in the 'awareness' or 'interest' stages but had not yet met the MQL threshold. They adopted a two-phased approach. First, they aimed to capture intent after major milestones like booth scans at in-person events and webinar attendance or downloads. The Conversational AI solution personally touched each lead post-event to determine which leads were sales-ready and which should be nurtured over time. Second, they targeted prospects who had previously expressed interest but went dark for more than 90 days. They used their AI Assistant in tandem with Marketo to drive content consumption for these static leads. Following their initial successes, they expanded the capabilities of their Conversational Marketing and Sales solution to include additional skills.

Impact #1	The implementation of Conversica AI Assistants brought about significant operational results for CloudCheckr. The AI Assistants provided a scalable solution to handle high lead volume, which was a major challenge for the team. They also offered unlimited scalability in an affordable manner, ensuring a great return on investment. The integration with Salesforce and Marketo further streamlined the process. The AI Assistants were able to engage with leads in a personalized manner, determining which leads were sales-ready and which needed further nurturing. This allowed the Sales team to focus on leads that were more likely to convert, thereby improving efficiency. The AI Assistants also helped in reactivating dormant demand, reaching out to prospects who had previously expressed interest but had gone silent. This ensured that no potential opportunities were missed.

Impact #1

The implementation of Conversica AI Assistants brought about significant operational results for CloudCheckr. The AI Assistants provided a scalable solution to handle high lead volume, which was a major challenge for the team. They also offered unlimited scalability in an affordable manner, ensuring a great return on investment. The integration with Salesforce and Marketo further streamlined the process. The AI Assistants were able to engage with leads in a personalized manner, determining which leads were sales-ready and which needed further nurturing. This allowed the Sales team to focus on leads that were more likely to convert, thereby improving efficiency. The AI Assistants also helped in reactivating dormant demand, reaching out to prospects who had previously expressed interest but had gone silent. This ensured that no potential opportunities were missed.

Benefit #1	15% engagement rate
Benefit #2	5% hot lead rate
Benefit #3	2.3% opportunity rate

Benefit #1

15% engagement rate

Benefit #2

5% hot lead rate

Benefit #3

2.3% opportunity rate

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Overview

Optimizing Lead Funnel and Conversions with AI: A CloudCheckr Case Study

Operational Impact

Quantitative Benefit