Case Study: DHL Express aligns sales and marketing with Chapman Bright’s OneInsight

How DHL Express leveraged oneinsight to align their sales and marketing

DHL Express, a global logistics provider, faced a challenge with sales and marketing alignment. Although they used Marketo Engage for marketing insights, their Sales and Lead Qualifying teams lacked access to this valuable prospect and customer data, which hindered their ability to improve lead conversion. They engaged vendor Chapman Bright to pilot a solution to share this information effectively.

Chapman Bright implemented a pilot project using the OneInsight tool to provide the Lead Qualifying team with access to marketing data and the ability to send emails from Marketo. While hard KPIs were difficult to measure due to the COVID-19 lockdown, qualitative feedback confirmed the tool improved call quality and outcomes when historical data was available. Based on the pilot's success, DHL expanded the user group and its marketing team began creating more content to generate richer lead profiles, leading to more successful engagements.

DHL Express