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Revenue.io Uses the Pipeline Cloud to Convert 190% More Opportunities in a Single Quarter Through Conversational Marketing

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When a VIP arrives, my reps can start a conversation instantly. We've increased pipeline by 150%!

Revenue.io Uses the Pipeline Cloud to Convert 190% More Opportunities in a Single Quarter Through Conversational Marketing

Contact Us
See their story
190%
more sales-qualified opportunities converted through Qualified.com after a single quarter versus a previous vendor in the quarter prior
About the Company
Revenue.io, formerly ringDNA, gives revenue teams real-time guidance to improve performance and generate more profits. Their AI-powered RevOps platform surfaces and recommends what works best, helping companies like Amazon and Nutanix unlock growth in their revenue engines. Located in Los Angeles, California, Revenue.io was founded in 2012 and has a valuation of $500M.
Industry
Software Development
Website
https://www.revenue.io/
Founded
2012
Integrations
Salesforce
Hubspot
ZoomInfo
6sense

Revenue.io used the Qualified Pipeline Cloud to identify and proactively engage target accounts that were already on their site.

Revenue.io, formerly ringDNA, drives high-performing revenue teams with real-time guidance to better serve buyers. They have helped hundreds of B2B powerhouses, including Amazon, Hewlett Packard Enterprise, and Nutanix, maximize their revenue operations and empower their sales teams with recommended coaching, conversation nudges, and next-best actions.

Recognized as a leader in conversational intelligence by Forrester in 2021, Revenue.io is headquartered in Los Angeles, California, and backed by venture funding from Palisades Capital, Goldman Sachs, and Bryant Stibel.

Revenue.io is a trailblazer in conversation intelligence, which is software that uses artificial intelligence (AI) to analyze speech or text in order to derive data-driven insights. As such, Revenue.io understands that messaging matters. 

Putting the Qualified Pipeline Cloud into motion, Revenue.io used Qualified Conversations and Qualified for Advertising to proactively target and engage key accounts. This helped to boost opportunities that converted through Qualified by 190% in a single quarter versus the conversions in a prior quarter with a different vendor.

Revenue.io greets each website visitor with a Qualified chatbot

The Challenge

Revenue.io was already using a conversational sales and marketing tool for lead collection on their site, but it was too rudimentary for their needs.

“I thought that it was built in a way that it was dependent on people coming to us. It didn't give our reps the flexibility to proactively engage with someone who maybe wouldn't have otherwise engaged with the chatbot,” said Jesse West, Director of Lifecycle Marketing. 

Sales development representatives (SDRs) lacked insight into who was on the site and when, limiting their ability to effectively interact with valuable buyers when they were most interested in learning more. This meant the sales team was missing out on pivotal moments to engage in intelligent, meaningful conversations, which meant lost pipeline and missed quotas.

The Solution

The Pipeline Cloud is a new set of technologies and processes that help B2B companies generate pipeline, faster than ever before. It helps companies identify their most valuable visitors, instantly start sales conversations, shape sales and marketing campaigns, and uncover signals of buying intent. 

Drawing from his 10+ years of experience in B2B marketing, Jesse recognized Qualified’s immediate value. Specifically, the Xforce Platform, a key component of the Pipeline Cloud, which is built natively on Salesforce and designed to turbocharge even the most complex conversational programs. As it is Jesse’s responsibility to provide prospects with content that deeply resonates throughout their buying journey, he believed Qualified’s ability to deliver contextual conversations was an added bonus.

“Within the first 10 minutes of seeing the demo, I already knew I wanted to switch to Qualified. One reason was the Xforce platform has deep connectivity into Salesforce and is the best in the industry. It is built much like Revenue.io's ‘purpose-built for Salesforce’ customers,” Jesse said.  

Revenue.io, like Qualified, is also an Independent Software Vendor (ISV) partner within the Salesforce Ohana which means their Revenue Intelligence product is built exclusively for Salesforce and available on the AppExchange, the leading marketplace for applications that help solve business challenges. 

“I love the deep functionality of Salesforce, but more than anything else, I saw the potential for proactive engagement. SDRs could become hunters and go after the best leads that were on our site. They could tailor conversations according to where visitors were on the site, what they are looking at, and have more intelligent interactions based on that context,” Jesse explained.

To enhance the Pipeline Cloud, Revenue.io uses Qualified for Slack, which flags the people most likely to buy, allowing SDRs to jump into a conversation and nurture valuable prospects. 

The Revenue.io team worked closely with their dedicated Qualified Success Architect, Anna, to develop a strategy:

  • Automatically greet website visitors with the Qualified messenger and route them to relevant product or pricing pages based on your qualification questions
  • Promptly categorize visitors into buyer segments based on unique buying criteria, including industry, intent, and company size, enabling sales reps to focus on high-value accounts 
  • Instantly alert sales reps when prioritized visitors landed on the website to provide them with timely and pertinent interactions
Qualified chatbot qualifies and routes visitor to the appropriate sales rep who creates lead in Salesforce

The Result

Within the first quarter of using Qualified, they experienced a 190% increase in opportunities that converted via the Qualified platform versus the previous quarter using a different vendor. Throughout it all, Revenue.io received superior support from the Qualified customer success team. 


Key Learnings

For Revenue.io, the biggest “a-ha moment” came when they identified valuable accounts visiting their website that would have otherwise gone unnoticed. This expanded their target account list, creating more opportunities for high-quality pipeline. Armed with this intel, sales reps could then nurture these high-intent accounts to bring them back to the site for a real-time conversation, converting them into a lead and getting them into a sales cycle.

For example, Revenue.io’s ideal customer profiles are in the technology and financial services verticals, but they signed one of their largest deals of the year with an online cooking school because of the Qualified Pipeline Cloud.

Revenue.io implemented Qualified Signals this year and has been seeing early success. In terms of what’s next, they’ll be focusing on expanding their use of Signals to drive their Account-Based Advertising and Outbound Outreach.

Related Customers

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