Customers

Customer Profile

RiverbedRiverbed Technology, Inc., Unites Sales & Marketing with
Manticore Technology

Business Challenge

Riverbed Technology, Inc. (NASDAQ:RVBD), is the performance leader in wide-area data services (WDS) solutions for companies worldwide.

Manticore Technology was a solution that I could get up and running today, with a tremendously responsive team that were very quick to respond to my needs.
Apurva Davé, Director of Product Marketing at Riverbed Technology, Inc.
APURVA DAVÉ
Director of
Product Marketing
Riverbed Technology
Like many marketing teams at technology companies, the team at Riverbed had been relying on email as a powerful tool to drive website traffic, but found severe limitations in using traditional email. "Back in 2005, we wanted to get beyond mundane email open and click-thru rates and identify WHO was visiting our website. We knew that if we could obtain this information we could generate targeted, actionable information for our inside sales team," said Apurva Davé, Director of Product Marketing at Riverbed Technology, Inc.. Additionally, they needed a solution that was scalable and robust. "Since our founding in 2002 we had been experiencing an amazing growth trajectory that continued through our IPO, said Davé. "We needed a demand generation solution that would continue to grow with us."

Solution

After looking at various players in the demand generation space, the company implemented Manticore Technology. "The free-trial of
Manticore Technology was a fantastic chance for Riverbed to discover the impact that the application could have on our business," added Davé. The Riverbed Technology team was blown-away by the ease in getting Manticore Technology up and running. "Whereas some vendors required a 3-day integration process, Manticore Technology was up and running in ˝-day," said Davé. "Why would I spend three times more money for an alternative solution that required integration consultants to spend 3 days onsite to fully integrate into our system – before we even knew if the solution would work for us? Manticore Technology and the Manticore team offered me a solution that I could get up and running today, with a tremendously responsive team that were very quick to respond to my needs." he added.

Results

With Manticore Technology the Riverbed Technology team was able to become smarter in communicating with their audience by identifying who they should be talking to and when to talk to them. "There's nothing more powerful than a solution that allows for a sales rep to be able to contact a prospect while Riverbed is still on their mind – Manticore Technology does that." said Davé.

As the company has continued to grow, they've been able to filter leads with the data that Manticore Technology provides – focusing on the most interested leads and prioritize the leads they care the most about.

The Riverbed Technology, Inc. sales team loves the data provided by Manticore Technology. "Manticore Technology lets me know if a prospect I've been calling unsuccessfully has been on the Riverbed Technology, Inc. website, said Diane Perry, Inside Sales Rep at Riverbed Technology, Inc.. "In the past I would have dropped the lead. Thanks to Manticore Technology I'll pursue the website visitors." She added "My efforts made possible by Manticore Technology have paid big dividends for myself and Riverbed."
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