Boosting Conversion Rates with User Behavior Data: A Case Study on Apollo
Technology Category
- Cybersecurity & Privacy - Intrusion Detection
- Functional Applications - Product Data Management Systems
Applicable Functions
- Sales & Marketing
Use Cases
- Behavior & Emotion Tracking
- Livestock Monitoring
About The Customer
Apollo is a trusted sales intelligence and engagement platform used by sales teams at over 100,000 companies. The company operates with a centralized team that oversees revenue strategy, operations, and BI analytics. This model helps them ensure a high degree of data fidelity. Apollo's primary goal is to boost conversion rates, and they believe that incorporating user behavior data into their strategies can significantly improve their results. They are a product-led growth company, and their team comprises Sales and RevOps.
The Challenge
Apollo, a sales intelligence and engagement platform, was seeking ways to enhance their conversion rates. They identified that incorporating user behavior data into their strategies could significantly improve their results. However, the challenge was to make this data more accessible and usable for their go-to-market and operations teams. The company needed a solution that would allow them to experiment and iterate with different product data, precisely time their outreach based on in-app user behavior, and identify product qualified leads that reflect both Apollo’s business needs and the customer’s segment and funnel stage.
The Solution
Apollo turned to Census, a data integration platform, to make user behavior data more accessible and actionable. Census enabled Apollo's go-to-market and operations team members to pipe in different product data, allowing for more experimentation and iteration. This solution provided the team with the ability to precisely time outreach and provide high value in customer interactions based on product data and in-app user behavior. Furthermore, Census helped Apollo identify product qualified leads that accurately reflected both the company's business needs and the customer's segment and funnel stage. This strategic use of data significantly improved Apollo's conversion rates.
Operational Impact
Quantitative Benefit
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