Flexential's AI-Powered Lead Engagement: A Case Study
Applicable Functions
- Sales & Marketing
About The Customer
Flexential is a hybrid IT infrastructure provider that offers a range of services including colocation, interconnection, cloud and managed IT services. The company is headquartered in Charlotte, North Carolina and operates 16 data centers in key U.S. markets. Flexential serves thousands of customers both in the U.S. and abroad. The company operates in the technology industry and is constantly seeking ways to improve its lead engagement and follow-up processes.
The Challenge
Flexential was facing a significant challenge in effectively and efficiently following up with leads. The company was primarily using drip campaigns, which only pushed information to inbound leads. However, this method was not providing any data to indicate any other follow-up. The company needed a solution that was not only effective but also scalable, given the large number of leads and the company's growth trajectory. The lack of a robust follow-up system was potentially leading to missed opportunities and inefficiencies in the company's marketing efforts.
The Solution
Flexential adopted the Conversica automated sales assistant to address its lead follow-up challenge. This AI-powered assistant was tasked with following up with every lead from various sources including industry events, downloaded content from the website, syndicated content, and attended webinars. Each lead received a tailored email message that initiated a two-way conversation. The AI assistant was designed to ask questions and respond in context, providing a personal touch to the outreach. This solution provided Flexential with a high level of lead engagement, ensuring that no potential opportunities were missed and that the company could scale its marketing efforts effectively.
Operational Impact
Quantitative Benefit
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