Case Study: Dell KACE achieves 30% trial conversion with DemandGen's automated nurture program

Nurturing the value out of an evaluation

The IT system management division of Dell KACE was struggling with a labor-intensive process for its product evaluations. Their target audience of IT administrators would often download the free trial but fail to install or use the complex software before it expired, creating a significant conversion challenge. DemandGen was engaged to design an automated nurturing program to address this stalled evaluation stage.

DemandGen implemented a sophisticated, activity-driven nurture campaign that automatically delivered license keys and provided targeted, stage-specific communications. This solution guided users from download through installation and active usage, with content tailored to their progress. The program integrated with Dell KACE's data warehouse to monitor user activity in real-time. As a result, DemandGen helped Dell KACE achieve a trial conversion rate of over 30%, dramatically reducing manual effort while significantly increasing sales.

Dell KACE

Larry Stein

Director of Marketing