Case Study: Iron Mountain achieves 17.2X ROI by reactivating dormant leads with Conversica

Iron Mountain Revives Dormant Leads and Closes $500K Deal with Conversica

Iron Mountain, a global information management leader, was generating strong interest but struggled with a large pool of dormant enterprise leads and premature lead handoffs to Sales. Long sales cycles, pandemic-driven increases in required touches, and limited Sales capacity meant many leads aged without being worked, creating a gap in the funnel.

Iron Mountain deployed Conversica’s Revenue Digital Assistant to conversationally re-engage aged leads, nurture early-stage interest, and handle post-event follow-up, integrating the solution with Salesforce and Eloqua for seamless routing. The program reignited demand, moved prospects down the funnel, and surfaced handraisers—delivering a 17.2x ROI, an 18.5% conversation-qualified rate, an average 12.6 days to a qualified conversation, payback in under three weeks, and even a reactivated $500K deal—prompting expansion to Sales and Customer Success use cases.

Iron Mountain

John Hansen

Senior Director of Field Marketing for North America and LATAM