New marketing motion enables teams to intelligently leverage Salesforce and conversations on the corporate website to drive pipeline without forms across the evolved buyer journey.
SAN FRANCISCO, Calif., April 5, 2022— Qualified, the pipeline generation platform for revenue teams that use Salesforce, today launched the Pipeline Cloud, a revolutionary new set of technologies and processes that help modern B2B companies generate more pipeline, faster and more cost-effectively than ever before. Built on a Salesforce-connected corporate website, the Pipeline Cloud gives teams insight into account-based buyer intent with Qualified Signals, helps sellers engage prospects with Qualified for Outbound, helps marketers convert ad spend with Qualified for ABM, and connects sellers and buyers in instant sales meetings, right on the website, powered by Qualified Conversations.
There have been seismic shifts that impact the way that B2B companies need to operate to meet the modern buyer’s expectations, meaning companies need to deliver smarter, faster buying experiences. Today, 27% of buyers abandon forms altogether and instead educate themselves elsewhere, like a competitor’s site (Gartner). Another 80% of buyers fill out forms with false information to prevent calls and emails from sales reps (LinkedIn; Forrester). The impact of forms results in the website visitor to Marketing Qualified Leads (MQL) conversion rate being at an all-time low. This phenomenon is called the “rise of the anonymous buyer.” When buyers are in research mode, they do it without divulging personal information.
This is why conversations are key: when sales reps can have real-time conversations–timely, personalized, one-click-to-meeting conversations–with their best buyers, right on their website, pipeline materializes. Every piece of the Pipeline Cloud motion is designed to drive buyers back to a Salesforce-connected website, to engage them in a conversation that converts and delivers a stellar buying experience. Because when conversations happen, pipeline happens.
Companies need to deliver better experiences to buyers. The Pipeline Cloud creates a seamless experience for buyers and sellers through five key pillars of the motion:
BUYER INTENT SIGNALS
“Every sales and marketing campaign drives buyers to one place: the corporate website. It’s time for B2B companies to evolve how they leverage their website to meet with buyers and generate pipeline,” says Kraig Swensrud, Founder and CEO of Qualified. “The Pipeline Cloud is the future of pipeline generation. We are thrilled to usher Salesforce customers around the world into this new era.”
Qualified is the pipeline generation platform for revenue teams that use Salesforce. Headquartered in San Francisco, Qualified is ranked #1 on the Salesforce AppExchange and is led by former Salesforce CMO Kraig Swensrud and former Salesforce product SVP Sean Whiteley. Qualified is funded by Sapphire Ventures, Tiger Global, Norwest Venture Partners, Redpoint Ventures, and Salesforce Ventures. To learn more, visit qualified.com.