Improving sales conversion rates through upgrades to Pardot.

Products:

Sales Cloud, Pardot

The Challenge

Our client sought to improve sales conversion rates by improving the quality of their Marketing Qualified Leads & Sales Qualified Leads (MQL/SQL).

They engaged us to simplify their existing MQL process, set up multi-touch attribution in Pardot, and upgrade reporting.

Business Type:

Cyber Security Firm

Products:

Sales Cloud, Pardot

Integrations:

Not applicable

The Solution

Through a re-architecting of their existing MQL process, remediation of old reports, and a data cleanup we were able to improve sales & marketing outcomes for our client.

Our experts took a 4-step approach:

  • Streamline and simplify the existing MQL process.

  • Set up multi-touch attribution in Pardot.

  • Remediate issues in the client’s existing marketing reports.

  • Improve the hygiene of the client’s existing marketing data.

The Results

  • Our client enjoyed better sales conversion rates through an improved MQL process that provided sales with higher quality leads at the best times.

  • Marketing received high quality feedback through a closing of the MQL/SQL loop, allowing them to continuously improve their campaigns.

  • Marketing was able to accurately credit won opportunities to campaigns through the enablement of multi-touch attribution in Pardot.

  • Marketing was able to achieve greater impact visibility within the organization through improved reporting.

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