Conversica > Case Studies > SecureAuth Implements Conversica® to Boost Marketing’s Contribution to Revenue

SecureAuth Implements Conversica® to Boost Marketing’s Contribution to Revenue

Technology Category

Cybersecurity & Privacy - Identity & Authentication Management
Infrastructure as a Service (IaaS) - Virtual Private Cloud

Applicable Industries

Oil & Gas

Applicable Functions

Procurement
Sales & Marketing

Use Cases

Leasing Finance Automation
Time Sensitive Networking

About The Customer

SecureAuth is a leading provider of adaptive access control solutions, enabling organizations to determine identities with confidence. The company offers a flexible and adaptive identity and access management platform that delivers modern, frictionless, and pain-free authentication for employees, customers, and partners. SecureAuth is committed to securing data for organizations and has a robust lead generation program in place. The company uses multiple channels for lead generation, including third-party webinars, content syndication, sponsorships, PPC, company-hosted webinars, and lead generation through the company’s website.

The Challenge

SecureAuth, a leader in adaptive access control solutions, was facing a challenge in identifying new prospects with a propensity to buy and re-engaging qualified-but-stale leads. The company had a robust lead generation program in place, which included multiple channels such as third-party webinars, content syndication, sponsorships, PPC, company-hosted webinars, and lead generation through the company’s website. However, the increased flow of leads required a consistent and continuous qualification and engagement process. The company was struggling with identifying qualified, ready-to-purchase prospects and ensuring consistent follow-up. The sales reps were spending too much time on cold prospects and not enough time on hot leads due to the lack of clarity on which leads were more likely to convert. Furthermore, the company found that it was not making enough outreach to engage leads or understand where prospects were in the sales funnel.

The Solution

SecureAuth implemented Conversica’s AI Automated Sales Assistant, Samantha, to address the challenge of consistent lead follow-up. Samantha, an Artificial Intelligence-based software, engages potential customers in natural, two-way human conversations, and continues to engage and nurture them until they either express interest or specifically opt-out. SecureAuth used Conversica to follow up on two specific types of leads: all of the content syndication leads that weren’t Marketing-qualified yet, and already qualified leads that the ISRs had attempted to engage but couldn’t reach. The AI assistant helped identify hot leads sooner and ensured consistent, continuous lead follow-up. The assistant reached out to leads with a lightweight touch, asking if they were ready to engage with Sales. Over time, Samantha became an integral part of the sales team, helping the sales reps identify prospects who were willing to take their call.

Operational Impact

The implementation of Conversica’s AI Automated Sales Assistant, Samantha, has brought significant operational benefits to SecureAuth. The AI assistant has not only helped in identifying hot leads sooner but also ensured consistent, continuous lead follow-up. This has resulted in a more efficient lead qualification and engagement process. The sales reps are now able to focus more on hot leads rather than spending time on cold prospects. The assistant has also helped in increasing the outreach to engage leads and understand where prospects are in the sales funnel. Over time, Samantha has become an integral part of the sales team, helping the sales reps identify prospects who are willing to take their call. This has led to an increase in the success rate of the sales team.

Quantitative Benefit