Case Study: TIBCO Jaspersoft doubles inquiry-to-close rate with DemandGen

TIBCO Jaspersoft - Customer Case Study

Jaspersoft, a commercial open source business intelligence provider, faced the challenge of funding its operations without additional venture capital. This required growing new business by 30% while simultaneously reducing marketing spend by 12%, all amid wide fluctuations in lead flow and a lack of alignment between its sales and marketing teams. To address this, the company engaged vendor DemandGen to help revamp its demand generation processes.

DemandGen implemented a comprehensive solution that included a new funnel model, lead scoring, capacity-based lead assignment, service-level agreements, and lead recycling. This disciplined approach, which operationalized the SiriusDecisions model, allowed Jaspersoft to double its inquiry-to-close rate from its baseline. The success of this project earned Jaspersoft a Return on Integration (ROI) Award at the SiriusDecisions Summit 2014.

TIBCO Jaspersoft

Jim Bell

CMO