Case Study: Metastorm Achieves More Qualified Sales Leads with memoryBlue

Increasing Sales Qualified Leads Filling a Gap for Metastorm

Metastorm, a leading provider of business process management (BPM) software, needed a better way to bridge the gap between marketing-generated leads and sales-ready opportunities. Its marketing team was producing leads, but many lacked the depth and clarity the field sales team needed, creating inefficiency and little visibility into lead status. memoryBlue stepped in to help Metastorm improve lead development and qualification.

memoryBlue provided outsourced inside sales support, including lead research, identification, qualification, nurturing, and delivery, while also helping define a shared “qualified lead” process in Salesforce.com. The program gave Metastorm 100% visibility into lead status and source, improved lead tracking and collaboration between sales and marketing, and delivered more qualified near-term opportunities to the field. As a result, Metastorm improved the effectiveness and credibility of its marketing programs and strengthened its overall sales pipeline.

Metastorm

Elizabeth Edwards

Director of Marketing, Americas