3,000+ hours of SDR time saved by increasing lead quality 68.6% – Since adopting Integrate’s Pipeline Integrity Platform, the system has filtered out over 40% of leads that would’ve otherwise wasted marketer and SDR time and effort while skewing the insights needed to optimize programs and drive bookings.
The marketing team regained 288 hours per month and cut lead follow-up time. Automating demand-gen tasks has allowed the team to spend time on other mission-critical tasks.
About Tax Compliance Software
An enterprise tax compliance software provider helps businesses get tax compliance right. It provides solutions that help customers manage demanding tax obligations imposed by state, local, and other taxing authorities worldwide.
Their marketing team is on a mission to grow revenue. To accomplish this, the team has focused on creating efficiencies to better equip both marketing and sales efforts with the time and resources needed to execute a scalable account-based marketing (ABM) program.
Adopting the Integrate’s Pipeline Integrity Platform provided their marketing and sales teams with efficiency, speed, lead data quality, and program performance visibility.
Challenges That Were Impeding Aval Ara’s Goals
1. Time-draining administrative tasks– Their marketing team was spending 72 hours per week on menial tasks: managing lead vendors, processing lead data, and uploading leads to Eloqua.
2. Delayed lead follow-up – Slow, manual lead processing meant their sales team wasn’t able to follow up with new contacts for three to five days. The team needed to get new leads into Eloqua as quickly as possible.
3. Bad lead quality was wasting SDR time – Even with all the time being spent processing new contact data, poor quality leads were still being passed to sales development reps (SDRs).
4. Content syndication channels weren’t integrated with ABM programs – To fuel its pipeline, the tax compliance software provider relies on multiple campaigns from 10-20 content syndication vendors at any given time, but the marketing team lacked the insights needed to understand which content assets were working with which vendors and for which target-account personas.
