Overall Satisfaction with Conversica
We are currently using Conversica to handle inbound request for all leads that aren't considered to be an MQL. A little over 3 months and we've pushed over 9,000 leads through Conversica to engage with these low-quality leads. Early success of 22 SQLs generated and 6 deals closed with help from Conversica. Without Conversica these leads would have just sat in SFDC and would not have been touched by our account executives. They would have been included in our marketing automation nurture programs but those look marketing fluffer and Conversica appears to be a sales rep. We've focused primarily on using Conversica for new business deals but plans are to leverage the tool for upsell and re-engagement as well.
- When Converisca reaches out to prospects the message look like a rep actually constructed these messages instead of looking like a marketing generated HTML email
- Never gets discouraged from no responses from prospects
- Daily alerts to keep responsible reps in line with Hot, Reviewable or At Risk Leads
- Never stops working
- It took use roughly a month to get our assistant to learn our prospect's response language to correct mark the lead as Hot or to be Reviewed. This was enforced by our sales manager for reps to provide feedback to the tool.
- When we were first on boarded we would have to reach out to our CSM to set up conversations for Conversica to have with our prospects. Since then we've been included in their Beta version for us to have full control of the conversation making our team quicker at getting these turned around and built into the marketing person's checklist of items to be completed before starting a new campaign.
- Outreach to top of funnel leads
- Checks and balance of rep follow up on hot leads
- Reviving of leads or lost opps where the prospect stop responding to a rep
Actually we didn't really vet any competitors out in the market place after we saw and trialed Conversica for 90 days. Their tool was easy to get launched within our SFDC environment and begin pushing campaigns through the tool. Had we spent more time vetting others we'd probably just be starting our 90 trial and would have missed out on the deals we've already closed using Conversica.
Using Conversica
4 - A mixture between sales, marketing and management.
1 - This falls under my in-house support since it connects to our Salesforce environment. There isn't a whole lot of skills required to support this app as it is pretty well self-contained within Converisca's SFDC package.
- Outreach out to low quality or top of funnel leads
- Reviving old MQLs who stop responding to our account executives
- Upsell outreach to fill potential upsells for team
- We sell primarily to non-profit organizations. When we get inbound demo requests we are thinking about having Conversica reach out to all non dot org email addresses before passing along to account executives
Conversica Implementation
- Implemented in-house
Change management was minimal
- There honestly weren't any