colour-logo-unit4

How Unit4 increased their lead engagement by 10x and generated 324 sales opportunities in a year with Saleswhale

frame-circle
frame-wave
    $10M+

    Revenue Pipeline Created

    324

    Sales Opportunities Generated

    10X

    Increase in Leads Engaged

$10M+

Revenue Pipeline Created

324

Sales Opportunities Generated

10X

Increase in Leads Engaged

Company

Unit4 designs and sells enterprise software solutions to service-oriented organizations. These include professional services, public service providers, higher education institutes, and nonprofits. Since it began in 1980, Unit4 has expanded its office and partner location networks across five continents.

www.unit4.com

Industry

Technology

Headquarters

Netherlands

The Customer

Unit4 designs and sells enterprise software solutions to service-oriented organizations. These include: professional services, public service providers, higher education institutes, and nonprofits. Since it began in 1980, Unit4 has expanded its office and partner location networks across five continents.

The Challenge

Inefficient lead qualification process and low output of sales-ready leads

 

The team generates thousands of leads a month from various sources, such as events, webinars, and content marketing. So many leads, in fact, that their BDRs spend a lot of time sifting through leads and qualifying them.

While their lead scoring system did filter numbers down slightly, they were faced with two issues:

1. BDRs were cherry picking leads subjectively and missing good opportunities.

 

2. Only their A-tier leads were being worked on. Anything else lower in grade, were just left unattended in their lead nurturing with miniscule returns.

Elena wanted to improve the efficiency and output of her team’s lead engagement and qualification processes.

customer_unit4_elena

We have generated quite a fantastic number of quality business opportunities so far. The tool has an intuitive interface and the overall service and support from Saleswhale is superb. The team is super friendly and they are willing to help.

Elena Sanchez Klett Head of Marketing

The Solution

Use Saleswhale AI sales assistants to identify and deliver more qualified leads

 

When Elena met the Saleswhale team, she was intrigued by the Saleswhale AI sales assistant’s ability to hold email conversations with leads. She decided to work with Saleswhale to scale her team’s lead engagement and qualification processes.

First, Saleswhale set up two AI sales assistants for Unit4, each covering different regions. Both AI sales assistants get names, designations, and Unit4 corporate emails.

Saleswhale and Unit4 designed the email conversations the AI sales assistants would have. This depended on the type of product, and the segments of leads that Unit4 wanted to target. Some conversations began with the AI sales assistant reaching out to leads with a relevant case study. Others aimed to reconnect and follow up with leads that Unit4 acquired through webinars and marketing programs.

Next, Unit4’s AI sales assistants began engaging leads at scale. They read every reply they get from leads. They can also understand each lead’s buying intent (not interested, try again next quarter, speak to my colleague instead, etc.) and respond accordingly.

All conversations had the same end goal: identify the leads who are interested in a sales conversation. The AI sales assistants hand these hand-raisers over to their (human) BDRs to further qualify; thus increasing marketing’s contribution to pipeline created.

results_unit4

The Results

Marketing improves outreach and Unit4's AI assistants deliver 324 more sales opportunities for their sales team

 

Today, Unit4’s AI sales assistants are in charge of following up with the company’s under-engaged leads.

Elena’s team now engages at least 1,600 leads per month. Prior to using AI sales assistants, their BDRs only managed to reach and engage about 150 leads a month.

What’s more, the team no longer worries about leads slipping through the cracks and losing sales opportunities. The AI sales assistants follow up with every lead and qualify them without exception. They have helped the Unit4 APAC marketing team deliver 324 more qualified enterprise-level opportunities, since their deployment about a year ago.

Unit4’s sales team is also impressed with the qualified leads they’ve received from marketing.

 

For account manager Abigail Jacqueline Anthony, she loves coming to work to find hot leads in her email inbox:

 

"We are no longer doing cold calls. We are now following up on the conversations started by Saleswhale’s AI assistants."

Other Customer Stories

    hero-ga
    Singapore’s Saleswhale raises $5.3M to bring AI to sales and marketing teams
    Read Story
    hero_interactivepro
    Singapore’s Saleswhale raises $5.3M to bring AI to sales and marketing teams
    Read Story
    hero_zendesk
    Singapore’s Saleswhale raises $5.3M to bring AI to sales and marketing teams
    Read Story
hero-ga
Singapore’s Saleswhale raises $5.3M to bring AI to sales and marketing teams
Read Story
hero_interactivepro
Singapore’s Saleswhale raises $5.3M to bring AI to sales and marketing teams
Read Story
hero_zendesk
Singapore’s Saleswhale raises $5.3M to bring AI to sales and marketing teams
Read Story

Supercharge your lead qualification now

Get a Demo
Read Customer Stories