Case Study: Vocera Communications boosts marketing-sourced pipeline with Digital Pi

New Demand Planning Supports Product Line Expansion at Vocera Communications

Vocera Communications, a healthcare communications company, faced a challenge scaling its business as its product line expanded into an enterprise platform. Their existing outsourced marketing automation solution provided no visibility into what drove leads or generated revenue, making it impossible to effectively manage their sales funnel and marketing spend. To address this, Vocera partnered with vendor Digital Pi for a Gold Standard Marketo Implementation and Revenue Cycle Analytics service to bring this critical function in-house.

Digital Pi implemented a new marketing automation system for Vocera in under 60 days. The solution provided the visibility and rigorous reporting Vocera needed to track the entire lead lifecycle. The results were significant, including a 15x growth in marketing's influence on the sales pipeline, marketing touches reaching 80% of contacts in the pipeline, and a major increase in pipeline from net new customers. Digital Pi's partnership was crucial to achieving these results and continues to support Vocera's daily marketing operations.

Vocera Communications

Marc Blakeney

Director