Improving Lead Quality, Routing and Deal Size for HPE

challenge

Customer Challenge

HPE faced a dual conundrum. There was a growing volume of stalled last-stage leads & early-stage marketing generated opportunities (MGO) that were not progressing through the buyers journey. This was because of an unaligned and under-prioritized lead criteria and opportunities generated by marketing. 

It was important to resolve this and reset any misconception around the Marcom teams contribution to revenue in the organization,

solution

Solution

Re-establish Sales and Marketing Alignment by improving lead quality via lead management, establish SLAs between sales and marketing, and accelerate /re-activate stalled opportunities on behalf of sales via these core solutions:

  • Activate and automate high-intent response/lead capture directly to data model
  • Define clear SLAs and consensus with Sales on Lead & MGO Management
  • Drive lead quality engine through Marketing Automation for genuine ‘Sales-Ready Leads’
  • Interlock with Sales to drive Early Stage Funnel Opportunity nurture programs & offers
results

Results

  • 34% improvement in Conversion Rate.  Improved conversion rate of open opportunities to won by 34%
  • 55% Faster Velocity: Accelerated average days to convert to late sales stages of the sales cycle.
  • 7% Bigger Deals: Increased average deal size per won by 7% through this program.
  • Improved alignment between Sales & Marketing opening the door for more cross functional collaboration between sales and marketing departments

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