Implements Automation Strategy and Qualifies 20x More Opportunities
PORTLAND, OR–(Marketwired – March 03, 2016) – Act-On Software, the leading provider of marketing automation for fast growing businesses, today announced that iCharts, a company specializing in data visualization, has seen its business accelerate, growing its monthly opportunity pipeline twentyfold.
A young, emerging SaaS company, iCharts relied predominantly on word-of-mouth and a proactive sales team to cultivate awareness and generate new business. This method of driving demand was untenable, so iCharts adopted marketing automation to help grow its pipeline of qualified opportunities and build alignment between sales and marketing.
Ted Sapountzis, CMO of iCharts, led the marketing strategy, and saw Act-On as the answer. “I wanted something with the capabilities to hit the middle of the funnel,” said Ted, “to nurture leads after we attracted their interest.”
As a result of Act-On’s ease of use and out-of-the-box connectors ROI was almost immediate. Within days of implementing Act-On and integrating it with Salesforce, iCharts was able to deploy sophisticated trigger campaigns based on a buyer’s interest in promoted material. This level of automation is instrumental to a high-velocity transactional business like iCharts, whose typical sales cycle averages just 15 days.
Leveraging Act-On’s integration to WebEx, iCharts was able to add webinars to its list of marketing programs. Act-On simplified the webinar communication process for invites and event follow-up, allowing iCharts’ small marketing team to have the bandwidth to execute two per month.
With Act-On, iCharts has grown its pipeline opportunity 20x and has built a 10-person sales team and three person marketing team to manage the engagement and demand.
Concludes Sapountzis, “I don’t think we would be where we are today if it had not been for Act-On.”
Read iCharts’ story in full, or watch the video case study.