Case Study - Unit4

$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

Company Size

3,500 employees

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 and webinars. So many leads, in fact, that their SDRs 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. SDRs 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 minimal sales and marketing activities.

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

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 two-way email conversations with leads. She decided to work with Saleswhale to scale her team’s lead engagement and qualification processes.

Saleswhale and Unit4 designed the email conversations the AI assistants would have - which differed based on the product lines and lead segments. Most of the campaigns were targeted at reconnecting and following up with leads that Unit4 acquired through webinars and marketing programs.

Unit4’s AI sales assistants parsed every reply from leads. They could understand each lead’s buying intent (not interested, try again next quarter, speak to my colleague instead, etc.) and handle the response accordingly.

Whenever a lead raises their hands, the AI sales assistants would hand these hand-raisers over to their (human) SDRs to further qualify; thus increasing marketing’s contribution to pipeline created.

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 underserved leads.

Elena’s team now manages to have conversations with at least 1,600 leads per month simultaneously. Prior to using AI sales assistants, each SDR only managed to reach and engage about 50 leads a month.

The team now longer worries about leads slipping through the cracks and losing sales opportunities.

They have delivered 324 more qualified enterprise-level opportunities, since their deployment a year ago.

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

For sales 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 taking over from the hot conversations started by Saleswhale’s AI assistants."