Drift > 实例探究 > Drift 如何帮助 Workiva 实现 1900% 的投资回报率并转变其销售周期

Drift 如何帮助 Workiva 实现 1900% 的投资回报率并转变其销售周期

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技术
  • 传感器 - 相机/视频系统
适用行业
  • 水泥
  • 石油和天然气
适用功能
  • 采购
  • 销售与市场营销
用例
  • 供应链可见性(SCV)
  • 时间敏感网络
关于客户
Workiva 是一家全球 SaaS 公司,提供监管、财务和 ESG 报告解决方案。他们的销售团队约有 60 名员工。
挑战
Workiva 面临着组建更大买家群体、销售周期长、转化漏斗顶部买家困难以及缺乏对高意向买家的了解等挑战。
解决方案
Workiva 将 Drift 作为对话式营销和销售解决方案实施,以解决买家挑战并缩短销售周期。
运营影响
  • The implementation of Drift transformed Workiva's sales process and business model. The onboarding experience with Drift was highly appreciated by the Workiva team, setting a new standard for onboarding with other vendors. The Drift team was praised for their ability to bring fresh ideas, recognize when something doesn't work, and tweak it accordingly. The use of Drift Chat and Drift Prospector accelerated the sales cycle and provided valuable insights on buyer behavior. The team was able to prioritize higher-intent accounts with hyper-personalized outreach to build their pipeline. The use of Drift Video allowed for more personalized and attention-grabbing outreach. The introduction of Drift Fastlane allowed buyers to skip the form queue and speak directly to sales, significantly increasing inbound activity. The success with Drift led to its expansion into Workiva's EMEA sales organization, which operates on a different sales model.

数量效益
  • Sales cycle became 2X faster

  • Achieved a 1900%+ ROI

  • Generated $13M in incremental pipeline

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