ThoughtSpot Generated $13M in Pipeline and $2M in Revenue With Qualified

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ThoughtSpot Generated $13M in Pipeline and $2M in Revenue With Qualified

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See their story
pipeline generated
revenue generated
deals closed have real-time convo through Qualified
About the Company
ThoughtSpot is a search & AI-driven analytics platform that makes analyzing company data as easy as using your favorite app.
High Tech

ThoughtSpot Generated $13M in Pipeline and $2M in Revenue With Qualified

Search & AI-driven analytics company ThoughtSpot has been called a Silicon Valley unicorn, a title given to an elite group of startups valued at over $1B. They serve some of the world’s biggest brands, including Chevron, Petco, and De Beers. Given their large enterprise ABM strategy and big deal sizes, they need to focus their sales attention on the right buyers.

ThoughtSpot was excited about opening up conversational marketing as a new pipeline channel for their sales team. They needed to build a program that was scalable, efficient, and well-integrated with their existing technology stack, including Salesforce CRM and Salesforce Pardot. 

Here’s how ThoughtSpot uses Qualified’s conversational marketing solution to connect with their hottest prospects and convert more leads.

When qualified prospects land on ThoughtSpot's website, a magic door opens for real-time sales conversations

The Challenge

Before Qualified, ThoughtSpot used a chat solution to engage in sales conversations with website visitors. After they struggled to setup the tool, they encountered some additional speed bumps.

The tool quickly became “noisy”. Their inside sales team was chatting with everyone who visited the website and therefore had low conversion rates. There was no way to prioritize conversations with website visitors who displayed intent to buy. Sales reps quickly dismissed the tool and retreated to their old way of selling. 

Additionally, conversation data was siloed from their CRM and Marketing Automation platforms, making it impossible to track conversations through to leads, opportunities, and pipeline.

Thoughtspot CMO Scott Holden on Qualified's Conversational Marketing Solution

The Solution

ThoughtSpot turned to Qualified: a set of technologies and processes that help companies generate pipeline quicker. Qualified helps companies identify their most valuable visitors, instantly start sales conversations, shape sales and marketing campaigns, and uncover signals of buying intent.

From kickoff to go-live, Qualified provided ThoughtSpot with a dedicated Salesforce-certified implementation consultant, Anna, and together they developed the following strategy:

  • Provide an exceptional sales experience when top-tier, diamond accounts land on the website
  • Uncover new selling opportunities by connecting with website visitors who display buying intent but haven’t actually filled out a form 
  • Speed up the sales cycle for qualified visitors who did submit a form
Andrea Antonissen, Sales Development Lead, on Qualified's Conversational Marketing Solution

The Use Case

ThoughtSpot first identified the subset of website visitors that they consider “qualified”, or sales-ready. This is the group of visitors they prioritize for real-time sales conversations:

  • Visitors who engage with diamond account campaigns, powered by Salesforce Pardot
  • Visitors exploring webpages that convert well, like their product and pricing pages
  • Visitors who submitted forms and match a specific job title criteria

Once their qualification rules were outlined and their experiences were built, the ThoughtSpot team was off to the races. 

With Qualified, the inside sales team watches LiveView like a hawk—a feature that gives sales reps a view into exactly how visitors are browsing their site. When the moment is right, sales reps can engage with website visitors using a full suite of meeting tools, including chat, screen-share, and voice-calls. 

Sales reps see exactly how website visitors are engaging with the site, shaping contextual sales conversations

Because Qualified is seamlessly integrated with Salesforce Pardot, sales reps are given a full view of all Pardot prospect data, fueling high-quality, contextual sales conversations. They can create leads and opportunities in Salesforce with one click, and move on to the next qualified visitor.

The Result

Since going live with Qualified, ThoughtSpot has generated $13M in pipeline and $2M in revenue. "Over 20% of all of our pipeline has a real-time conversation through Qualified. And if that wasn't enough, 30% of our closed business has a real-time conversation to Qualified. That's incredible," Scott said.

ThoughtSpot has also increased online sales conversations by 10X—with the right prospects at the right time—helping them convert more leads and more opportunities. Qualified has given them a fast path to their most qualified prospects and significantly moved the needle on pipeline. The marketing team has confidence that their hard-earned website visitors are receiving a white-gloved sales experience and the sales team is crushing their numbers. It’s a win-win.

ThoughtSpot Sales Development Rep Haley Romstad on Qualified's Conversational Marketing solution

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