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Simply Powerful Account Based Marketing.

Sensiolabs uses Azalead to identify accounts most likely to buy.

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The Context

SensioLabs is dedicated to Symfony and PHP, a widely-used open source scripting language. The company offers software development, training, events and consulting services for building solid web projects. SensioLabs has over 80 employees, a network of experts and partners and offices in France, Germany, the UK and the USA. SensioLabs now has a client base of over 150 accounts in over 30 countries.

The Stakes

In order to accelerate sales growth in their key markets, SensioLabs decided to leverage their website traffic to feed target account buying signals to their growing B2B sales team. With over 10 thousand visitors per month, traffic to the SensioLabs’ web sites, http://training.sensiolabs.com and http://sensiolabs.com/ was significant, but they were just not converting enough leads through webforms. They had two main issues :

  • 1) Website web forms only generated 10 leads a week.
  • 2) A significant portion of their web site visitors are not qualified accounts

 

The Solution

SensioLabs used Azalead to tag their website and set up territory management rules. This allows each local sales team to see their country specific account activity and understand which SensioLab product was of interest to each account.

SensioLabs runs a rigorous inside sales program for each buying signal generated by Azalead. The Azalead account score indicates the level of engagement and allows the sales teams to prioritize their sales calls. The detailed website page visit details give the sales team precious information to tailor their discussions with their target accounts.

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