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Customer Profile
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Intellitactics Boosts Revenue and Increases Conversion Rates with Manticore Technology |
Manticore Technology has been amazing. The support professionals are truly great to work with, and the product has the functionality we need to increase sales while improving our marketing process from beginning to end.  |
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Intellitactics wanted an application that would be affordable, easy to use, and more importantly, deliver a clear solid ROI from their marketing investment. Part of achieving quick ROI for the solution involved streamlining their conversion process. "At the time, acquiring new customers simply meant more of everything," recalled Michaela Dempsey, Director of Marketing at Intellitactics. "More activity, more content, more engagements and more leads – all costing more money." She added, "We really needed a better way to leverage our resources, at some point, more isn’t better."
Solution
After evaluating several players in the demand generation space, the marketing team quickly noted that only Manticore Technology offered both the price and functionality they needed. "When it came to choosing an affordable, capable demand generation product, Manticore was the hands-down winner," noted Dempsey.
In January 2008, the marketing team integrated Manticore Technology with their existing salesforce.com.
Results
Dempsey is happy to report that in terms of higher conversions, increased revenue and breakeven ROI for their investment, the results with Manticore Technology have exceeded their expectations. The company has experienced increased year-over-year revenue. This included many new customer traced directly to campaigns created with Manticore Technology. Breakeven ROI was achieved in two months.
At the same time, the marketing team has increased the number of leads passed to sales. Dempsey explains, "At Intellitactics, the measure of marketing success is the percentage of qualified leads that move from opportunities into active sales cycles. In 2007, that number was 35.7%. After implementing Manticore, 58% moved from opportunities into active sales cycle. Dempsey also noted that the company has seen a 171% increase overall in qualified leads, as measured by the number of leads accepted by sales and entered into the active pipeline. "Manticore lead scoring allows sales to focus on the most qualified leads. By reviewing the types of engagements a suspect has with us, we can develop an intelligent approach and look smart to a new prospect," explained Bill Rucker, Director of Public Sector Sales for Intellitactics.
"Overall, our investment in Manticore has definitely paid off and continues to justify itself every quarter," Dempsey concluded.
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