New Case Study Released: Tech Score Leads from Activate Drive KPIs for RingCentral

Activate has just released its latest case study on how RingCentral, an award-winning global provider of cloud unified communications, was able to create greater conversion with Activate’s Tech Score product.

Click here to claim your copy of the RingCentral case study.

RingCentral is a prime example of the changing nature of demand generation, as its marketing team works diligently to align with sales leadership’s focus on receiving highly engaged leads from marketing.

Demand marketers at RingCentral manage to a list of KPIs that are centered around delivering quality leads at their core.

Those KPIs include the following clear directives:
• Convert leads to opportunities
• Drive pipeline and monthly recurring revenue
• Provide sufficient data on each lead to enable quality sales follow-up

“There has been a shift from driving volume of leads to driving leads that put sales in a strong position to engage with the prospect,” says David Morrison, Senior Manager Lead Gen Programs, RingCentral. We need to provide sales a clear reason or need to reach out to these leads, elaborates Morrison.

RingCentral marketing is delivering on these mandates by partnering with Activate and leveraging its Tech Score service to deliver lead insight and engagement that meet the evolving expectations of sales.

Activate Tech Score is an interactive, buyer-led assessment that enables users to self-identify pain points, providing them the right content and delivering high-quality prospects to marketers.

Tech Score delivers a full body of data—demographics, quiz score, individual answers—on each lead to ensure sales can conduct timely, targeted and intelligent follow-up.

The Tech Score approach puts the prospect or buyer at the center of the decision-making process—right where they belong.

How well have Activate Tech Score leads performed for RingCentral? “In terms of percentage of leads downgraded, Speed to Opportunity and Average Size of Opportunity, Activate has shown strong results faster than other vendors I have tried,” says Morrison.

Click here to claim your copy of the RingCentral case study.

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Martha Schwartz

Martha Schwartz, Co-founder and President. Martha has led some of the most successful sales teams in the technology media industry. For the last 5 years Martha managed sales for the IT Enterprise brands at UBM. Most recently Martha was Chief Sales Officer for UBM Tech managing the sales and analyst organizations for all media brands inclusive of all communities, all digital business, marketing services, analyst, custom events and research. Martha also managed event operations for UBM Tech’s custom event business.