NetLine boosts Cisco WebEx lead gen, surpassing campaign conversion rates.
Cisco WebEx is the leading enterprise solution for video conferencing and web conferencing. Learn how NetLine helped Cisco WebEx generate leads at greater quality and scale while exceeding campaign target conversion rates.
Results
Delivered high-quality, high-volume leads on time
NetLine was able to improve Cisco's sales accepted lead rate (SAL) and continues to increase the rate at which leads are qualified by their sales team. Campaign target conversion rates are concurrently improved and on the rise. NetLine delivered a high-volume of qualified leads on-time, exceeding the expectations of the client.
Challenge
Cisco Webex adopted the content syndication channel strategy in order to achieve two objectives/goals: (1) build thought leadership and strengthen Cisco Webex's reputation as the go-to vendor for workplace collaboration innovations and (2) generate higher quality and higher volume sales leads while improving conversion rates.
Cisco Webex conducted test programs with select vendors based on their specialty in various content syndication tactics and evaluated overall performance, pricing, and reach (subscriber network size). Following the test programs, the primary need was lead volume and quality (conversion or SAL rates). Cisco Webex was also seeking a efficient program management to improve the lead delivery cadence/consistency and target audience flexibility.
Solution
NetLine provided a CPL pricing model that fit Cisco Webex's budget and objectives while delivering a high volume of leads, on-time. Using white paper and e-book content, leads were qualified to Cisco's requirements via two custom questions on their forms. Cisco dispatched an optimal lead delivery schedule for their sales team, with lead delivery occurring three times per week. Cisco also required the flexibility to make adjustments to the campaign target filters throughout the campaign; this was easily accommodated and with help from NetLine's Client Services team.
