How PGi’s Full Funnel Demand Intelligence Activation Strategy Boosted Win Rates, Deal Sizes and Pipeline Velocity
公司规模
Large Corporate
国家
- United States
产品
- 6sense
技术栈
- AI
- Big Data
实施规模
- Enterprise-wide Deployment
影响指标
- Customer Satisfaction
- Productivity Improvements
- Revenue Growth
技术
- 分析与建模 - 预测分析
- 平台即服务 (PaaS) - 数据管理平台
适用行业
- Professional Service
- Software
适用功能
- 商业运营
- 销售与市场营销
服务
- 数据科学服务
- 系统集成
关于客户
PGi is the world’s largest dedicated provider of collaboration software and services. The company offers expansive audio, video, and web conferencing tools that have facilitated the collaboration needs of more than 50,000 customers globally, including 75 percent of the Fortune 100. PGi's purpose-built, carrier-grade collaboration solutions are designed to facilitate smarter work in the constantly evolving enterprise landscape and empower the global, mobile workforce of today.
挑战
PGi faced a highly competitive landscape with both established legacy players and nimble upstarts. The company needed to evolve its marketing strategy from traditional demand generation to an account-based (ABM) approach to improve win rates, increase deal sizes, and accelerate pipeline velocity. The core challenge was to reach the right buyers at the right time, especially in a crowded market where timing and prioritization were crucial. PGi needed a sophisticated data-driven approach to prioritize which accounts to target from thousands of potential accounts in their CRM.
解决方案
PGi partnered with 6sense, an industry-leading AI and big data-powered intelligent marketing cloud, to provide the data-driven insights needed to identify target accounts. 6sense's platform uses powerful data science and billions of time-sensitive intent interactions to pinpoint net-new, in-market prospects. This allowed PGi to predict who would buy what products and when, as well as where they were in the buyer’s journey. With 6sense’s help, PGi deployed a full funnel activation strategy and rolled out outbound prospecting with its Lead Development team. This enabled them to identify active in-market buyers, reach them at the right time, and measure success across the organization. The early successes led to the global rollout of 6sense scores to the entire sales organization.
运营影响
数量效益
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