HIGHLIGHTS
- Traction Complete automated tedious prospect research
- Alfresco was able to reduce their time to contact inbound leads
- Alfresco was able to accurately match Leads to Accounts in a complex, custom system that users can control over
OVERVIEW
Alfresco is an enterprise open-source software company focused on driving the convergence of Enterprise Content Management (ECM) and Business Process Management (BPM) to advance the flow of digital business. More than 1,800 companies in 195 countries rely on Alfresco, including leaders in financial services and insurance (FSI), healthcare, and the public sector.
THE CHALLENGE
Having adopted account-based selling and marketing strategies, Alfresco was focused on increasing their Lead to Account match rates to better support a complex lead routing process.
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A significant challenge faced was routing their leads based on the limited information provided by the prospect. This meant sales development reps were having to tediously research prospect data to fill in the gaps, causing response times to lag.
LEADS GO COLD FAST. PEOPLE WANT TO MAKE QUICK DECISIONS AND YOU HAVE TO SHOW THAT YOU’RE RESPONSIVE AND EAGER TO DO BUSINESS.
Meanwhile, Alfresco had implemented another Lead matching solution, but weren’t satisfied with the match rates, level of customization or the price point.
Then they found Traction Complete.
SOLUTION
Traction Complete’s powerful engine allowed Alfresco to define their rules basedon their internal processes and rank them in order of precedence. This meant only the most accurate match possible was returned. Keith Hardwicke, Manager ofSalesforce Development at Alfresco, believes this is a game-changer.
Getting even a 20% higher match rate, we could make a case that it would increase our close/won rate by 10-20%. Higher is better.
Alfresco loves how much autonomy they have gained with the tool. The ability to make changes to the tool independently is saving them a lot of time.
By boosting their match rate, more of Alfresco’s inbound leads are enriched with relevant matchedaccount data, allowing their SDR’s to respond quickly to Leads before they cool. Most importantly, when Leads belonging to a target accountenter Salesforce, they automatically get routed to the appropriate campaign.
While Alfresco explored several different solutions for their lead challenges, they chose to partner with Traction Complete because of the solid product architecture at a competitive price point that fit their budget.
THE FINAL WORD
Having you guys walk through our unique use case with us was very impressive. We feel very fortunate to be working with you.
– Keith Hardwicke, Manager of Salesforce Development
