Demandbase
Case Studies
SAP Concur Boosts Engagement, Pipeline, Deal Size & Revenue with Enhanced Account Focus & Advertising
Overview
SAP Concur Boosts Engagement, Pipeline, Deal Size & Revenue with Enhanced Account Focus & AdvertisingDemandbase |
Functional Applications - Enterprise Resource Planning Systems (ERP) Platform as a Service (PaaS) - Application Development Platforms | |
Oil & Gas | |
Sales & Marketing | |
Inventory Management | |
Cloud Planning, Design & Implementation Services | |
Operational Impact
With Demandbase ABX Cloud and Advertising Cloud, the U.S. Enterprise Account team at SAP Concur saw a significant lift in website visits from accounts they advertised to compared to that same group of accounts prior to advertising. This included nearly 500 accounts that had not visited their site in some time — a particularly important group to re-engage. They achieved 95% engagement across seven ad campaign groups compared to the pre-advertising benchmark of 51%, based on a one-quarter cohort analysis. They also sharpened alignment across their multi-layered marketing and sales organizations. Today they share insights and work hand-in-hand across digital marketing, field marketing, marketing and sales development, and sales. The team at SAP Concur also increased closed-won revenue, improved deal size, and increased pipeline after consistently advertising to a prioritized group of accounts for three to four months, compared to pre-advertising levels. | |
Quantitative Benefit
60% lift in web visits after advertising to targeted accounts | |
Lept from 51% to 95% engagement | |
Increased revenue by 52% | |