Leveraging IoT for Enhanced Network Visibility: A Gigamon Case Study

Gigamon is a leading provider of network visibility and monitoring solutions. They deliver unified network visibility and analytics on all data-in-transit, helping users get more out of their traditional network observability tools. Their services are complex, and they needed a way to quickly inform website visitors about what they do. Gigamon's customer base is global, with business development representatives in Asia Pacific, France, Germany, the UK, and the US. They aim to provide a seamless, efficient, and high-quality experience for their website visitors, and they use Drift to help achieve this goal.

Gigamon, a network visibility and monitoring solution provider, faced a significant challenge in quickly and effectively communicating their complex services to website visitors. The company's Senior Director of Global Digital Experience, Heather Alter, noted that if visitors did not understand what Gigamon did, they would likely leave and go to a competitor. The company needed to engage in the right conversations to help people understand their services quickly. The challenge was to find a solution that would not only educate and engage buyers but also be strategic and quickly influence time to pipeline. Gigamon's sales business development team had previously used Drift at other companies and knew it was best in class, making it the top contender for their needs.

Gigamon deployed Drift with ambitious goals: 90 opportunities and $4.5 million in pipeline all influenced by Drift in their first year. They wanted to get Drift up and running without wasting any time. Gigamon partnered with Drift Professional Services, which exceeded their expectations in setting up and managing their playbooks. In the first year, they launched over 30 different playbooks and trained 14 business development reps (BDRs) from around the world. They implemented a 'follow the sun' BDR model, ensuring that a BDR was always ready to engage with a website visitor, regardless of the time. Gigamon also used Drift to book demos and meetings at live events and user conferences, and to fast-track users to help accelerate the middle of the funnel.

• The implementation of Drift has significantly improved Gigamon's operational efficiency and customer engagement. The 'follow the sun' BDR model ensures that a representative is always available to engage with website visitors, regardless of their time zone. The Drift bot, available 24/7, has also supported the team's goals. Beyond live chat, Gigamon uses Drift to book demos and meetings at live events and user conferences, and to fast-track users, accelerating the sales process. The quality of leads coming through Drift tends to be higher than other channels, which has been well-received by the sales team. Drift has not only improved the experience for the sales and sales BDR teams by supplying higher-quality, higher-converting leads, but it has also created a better buying experience for website visitors.

• $7M+ in pipeline generated in the first year of using Drift

• Over 2.8K chats initiated

• More than 100 meetings booked