Case Study: a large specialist energy management and automation manufacturer boosts qualified leads and revenue with ResponsePoint

Large Specialist Energy Management and Automation Manufacturer - Customer Case Study

A large specialist energy management and automation manufacturer faced significant challenges with its lead generation process. Disparate, unvetted leads from marketing caused sales team reluctance and created friction between the departments, resulting in an inefficient system that failed to drive revenue. ResponsePoint was brought in to collaborate on a new solution to bridge this gap and improve the flow of qualified leads.

ResponsePoint implemented a multi-faceted process where leads from the Marketo automation system were telephonically qualified against agreed-upon criteria. This approach ensured only highly qualified leads were passed to sales, while others were nurtured further. The results for the client were transformative: ResponsePoint helped connect with 6,942 prospects, increasing qualified leads to sales by 30% and reducing unqualified leads in the pipeline by 84%. This new efficient process, slashing follow-up time from weeks to hours, generated $45 million in revenue from marketing-generated orders in its first year.