Stratogent is a leading IT managed services provider in the San Francisco Bay Area, offering 24/7 infrastructure support.
The Account Executives at Stratogent had little success penetrating the accounts handed to them by marketing. In fact, the average AE was able to start a sales process at only 1 out of 10 accounts assigned to them. Selling into large target accounts required them to go beyond the single contact that was available to them and they spent hours trying to fill the account with additional relevant contacts stitching information multiple sales tools. Once they reached out via email or phone, they were often ignored—as emails were most probably lost in overflowing inboxes and calls from unfamiliar numbers were being screened. In the face of a rapidly changing and competitive sales environment, Stratogent urgently needed a way to deploy and automate modern sales playbooks that will increase the engagement at target accounts.
Last, Stratogent learned that deals were stalled or lost due their low brand recognition and needed a way to bring in marketing “air support” into troubled deals.
Stratogent’s VP of sales came across Colabo and learned how Colabo can help increase and automate engagement with target accounts. Colabo’s AI, learned from the AEs the target profiles and necessary information they were looking for and automated the process of taking each new account coming from marketing, suggesting and adding new contacts into them straight into their CRM with one click of approval.
The VP of sales management, crafted modern sales playbooks that went beyond their single phone and email. the playbooks now spanned social interactions, marketing content and even text messaging. This change increased the responses and penetration rate into new accounts from 1 to 9 out of 10. Stratogent’s CRM—Oracle Sales Cloud—to update the activity logs accordingly, increasing efficiency in every spectrum.
Last, Stratogent automatically targeted additional marketing efforts at decision makers in target accounts by pointing their Eloqua marketing automation system at those individuals based on the real-time deal stage data in their CRM.
Account “contactability” increased from 10% to 90% (all accounts had at least 10 relevant contacts).
Sales process was initiated in 5 out of 10 target accounts within 3 months of using Colabo (5x growth from 1 out of 10)
Deal size increased on avg. by 15% per account and sales cycle shaved 2 months from 9 to 7 month (avg.) by integrating marketing automation processes with real-time CRM data.