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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.

ResellerRatings, a company dedicated to providing shoppers with a voice and brands with consumer information for an improved shopping journey, was looking to expand its client base. However, with a relatively small sales and marketing team, the company needed a solution that could enhance their outreach and lead nurturing efforts without increasing headcount. The challenge was to find a solution that could take the burden off their employees, who were spending countless hours on cold-calling and prospecting. The company needed a boost to its outreach and lead conversion efforts that wouldn’t require hiring more people.