accesso is a ticketing solutions company specializing in the Entertainment, Tourism and Attractions industry. The firm's global reach and recent significant growth are driven by organic expansion and market leadership.
GO LIVE DATE:June 2019
INDUSTRY:Travel & Tourism
SOLUTIONS: Pardot, Salesforce Engage
Better prioritizing and qualifying inbound leads
Automatically increasing touchpoints on new leads
Seamlessly aligning sales and marketing efforts
Dramatically reducing sales process labor hours currently in place with BriteVerify & MailChimp
A Salesforce customer for more over a decade, accesso created aggressive 2019 sales targets. Yet, executives had limited visibility into inbound lead generation efforts. VALiNTRY was hired to perform a Customer Instance Health Checkand, once it was completed, accesso determined they should focus on:
VALiNTRY implemented and configured Pardot as the marketing automation solution and accesso is self-managing post-delivery.
Nurture contacts and segmented leads with targeted and automated campaigns
Implement Account-Based Marketing (ABM) strategies to help marketing and sales partner to win new business
Provide sales targeted and marketing qualified leads (MQLs)
Understand and analyze each campaign's performance
Pardot implementation, configuration, and setup with Salesforce connector and Einstein Analytics
Salesforce Engage Setup, configuration, and license distribution for initial accesso sales users
Configuration of NeverBounce and Instapage form integration with Pardot
Five (5) one-hour training sessions via web conference
VALiNTRY helped accesso create success by providing:
This implementation allowed accesso to:
Helped to get the company to realize that they sell solutions not products
Initiated lead attribution based on sourced keyword and cost
Monetized existing educational process based on insights provided by Pardot
Defined, mapped and implemented specific customer journeys by client type
Created progressive lead profiling, scoring, and grading to qualify users based on activity
An automated response process was created that eliminated human intervention via real time lead assignments by industry and territory
Sales cycle was shortened by 7 days
With VALiNTRY's assistance, accesso performed a complete overhaul of its sales organization and processes. With the successful integration and configuration of Pardot, Salesforce is now a system of impact vs system of record and accesso is solidly part of the Customer Ohana. Other results include:
Valintry’s assessment was extremely enlightening. It validated areas we knew were in need of attention and exposed some that were totally off our radar. Their work has set the sales ops agenda for us this year, and are looking forward to addressing each challenge to help us run a more efficient and effective sales and marketing organization.
Executive Vice President, Sales and Marketing
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