Case Study: Demand Metric achieves 366% increase in conversions with Salesforce Pardot

Demand Metric Increases Efficiency and Conversions

Demand Metric is a management advisory firm that provides executive summaries, templates, tools and consulting to sales and marketing leaders at mid-sized enterprises. Despite a growing client base of over 1,000 senior executives, the company relied entirely on cold calling (100–200 calls per rep per day) and could only close about one sale every 328 calls because it had no way to gauge prospect interest or prioritize leads.

By implementing Pardot and integrating it with Salesforce, Demand Metric launched online campaigns, used forms and a special offer to convert visitors, and put excess prospects on drip tracks to nurture them. Within the first month they saw conversion rates jump 366%, demo-to-sale likelihood improve 301% (from 1 in 12 demos to 1 in 3), and productivity rise—going from one sale every 328 calls to one every 70—while the sales team handled more qualified leads with less effort.

Demand Metric

Jesse Hopps

CEO