Professional Documents
Culture Documents
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And as we were building out lead scoring, tables, and so
forth, they were able to jump in and help us out when we
needed them.
This is the third company where
The team deployed the new demand funnel in phases.
Ive worked with the DemandGen For a time we had two demand funnels, in order to
prove the value of the new approach, Divya explains.
team; its a real partnership. For example, we knew that a lead shouldnt be called
Sales Qualified just because it is coming from an SEO or
SEM source, but Sales needed to see how lead scoring
could decide that in a scientific way. It was all about
proving ourselves.
Doug Sechrist, Together, Five9 and DemandGen planned, built, and
Vice President of Demand Marketing implemented everything start to finishsigned contract
to full deploymentin six weeks. DemandGens controlled
deployment methodology and dedication enabled a
smooth transition. Everyone was on call for us, recalls
Divya. Their commitment and insights were critical. If it
best practices, Divya observes. They always start with had not been for DemandGen, we wouldnt have been
the end in mind and work backward to get us there. able to do this in such a short time. Adds Doug, This
For example, when we talked about contact status, project was the fastest end-to-end implementation of a
Nova probed into what we really were trying to do and new demand funnel, lead routing, full lead scoring, and
explained which fields should be linked to the contact subscription management that Ive ever seen. It was
record so we wont lose the activity history once the awesome to get this done in my first two months on
lead is converted. the job: being able to show what we can do and have
Divya and the DemandGen consultants worked hand- immediate impact.
in-hand to create all the new campaigns and workflow
actions in Marketo, and a DemandGen developer Results
constructed highly functional new forms. We wanted to The results of these initial projectsa new demand
be ready to roll as soon as as everything was approved. funnel, new lead taxonomy and routing, lead scoring,
We were moving at a crazy speed, and checked with each forms, progressive profiling, and a new gating strategy
other all the time, even after business hours and over the with subscription centerhave been excellent. We have
weekend: DemandGen was constantly on top of it, Divya seen a dramatic uplift in the volume of opportunities we
remarks. And DemandGens support extended beyond are able to send to the sales team, and the lead quality is
project details. For example, Five9s Salesforce instance is much higher Doug reports. We are taking Five9 solutions
complex, and the companys own contact center product to market in an entirely new way, and the pipeline is
is deeply integrated, so making changes to Salesforce growing at a faster rate than the company has ever seen.
could be challenging in more ways than one. Its hard for A new sales development team has been brought on
Sales to accept change, but we needed to make all these board to handle the increasing volume.
changes. The DemandGen people really helped me craft
the story to get the buy-in we needed from Sales and and At the most basic level, it makes our lives simpler, Divya
the core IT team that handles Salesforce, Divya confides. asserts. Well certainly exceed our planned numbers,
I tend to get too technical, so they coached me on how but most important to me is that I can SEE the leads flow
to talk about the concept and the ROI, the whats-in-it- through the funnel. I can tell how many leads are coming
for-me kind of thing. Our lead consultant has a knack in, net new leads, total leads in contract: we truly have no
of getting people to understand the 360-degree view lead left behind. I used to be nervous when people asked
of things: shes an awesome collaborator. questions, but now Im confident in reporting results.
Laughing, she adds, In fact I was asked questions at
A DemandGen solution architect built the actual a couple of recent conferences, and I felt like a pro...
workflows in Salesforce. They did wizardry in Salesforce I could answer all of them!
that we could not have done internally, remarks Doug.
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Sales and Marketing at Five9 are now aligned from the
top down, with Marketing firmly inserted into the
sales process.
DemandGen was constantly on
The two teams meet weekly to review funnel stages,
velocity, and progress, providing everyone with top of it...Its second nature to them
a much better understanding of the lead sources
and marketing spend. According to Doug, We know to look at all the options and give us
where every lead weve generated is in the cycle,
and we know whos responsible for it. the best practices.
With the new lead scoring model, approximately
90% of the leads passed to Sales make their way
into the pipeline. The lead scoring reports are the
aha moments: now we can show Sales real value, Divya Jumani,
Divya observes. Marketing Operations Manager
Quite a few opportunities are being uncovered
from tens of thousands of archived leads. Marketing
has begun to reengage with these dormant leads,
and the sales development team is successfully
moving them along in the funnel. We are so in love with DemandGen, Divya declares.
Everyone is so approachableits their culture.
The feeling you get is that theyre just part of your
The Future extended team: they are part of Five9.
Marketing automation is a journey: its not just going to
be done one fine day, notes Divya. Currently the team is Doug agrees. DemandGen is an ideal bolt-on to your
refining lead scoring to help identify the tipping points for team. If you want to get something very sophisticated
conversion, creating drilldown reporting dashboards, done very fast in a high-quality way, they give you the
and looking at additional tools for business intelligence. resources, strategy, and brain power to do it. Even when
we run into things we didnt plan for, DemandGen always
The company is confident enough of our success to raise has someone at the helm ready to go. They have so
our investments in demand marketing, so well continue much collective brainpower and sophisticated knowledge;
to work with DemandGen to build out that original they bring all the best ideas from the industry to bear
blueprint of a sophisticated, highly automated, highly on what were trying to do, and push us to explore
scaleable revenue engine, confirms Doug. The team what else we can do. They help us be our best.
plans to revise the marketing analytics process
to get even greater insight into the demand funnel.
A new nurture strategy will fill mid-funnel gaps that have
been revealed by the new reporting, and an automated
program will handle sales development follow-up.
Learn more about DemandGens marketing automation and lead management services.
www.demandgen.com 925-678-2504 info@demandgen.com
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