We all know speed to lead is crucial, with 78% of customers buying from the first company to respond to their demo request.
Yet, according to Chili Piper, less than 1% of companies are responding to their inbound leads within 5 minutes of a demo request submission, dramatically decreasing the chances of qualification.
How can the teams responsible shorten the gap between an inbound lead raising their hand and sales follow-up?
BambooHR, a leader in HR software with a simple but powerful mission to “set people free to do great work” was seeking to reduce friction for buyers who wanted more information or to see a demo of their product. Mary Nelson, a channel manager on the BambooHR demand generation team, set out to solve the ‘speed to lead’ problem for potential buyers while also upgrading the buyer experience.
The old way of following up with inbound interest from the BambooHR G2 Profile involved several clicks, navigation to another website to fill out a form, and then asking a customer to wait for a meeting invitation. This process was a bottleneck in the customer experience and Mary recognized the need for change.
She turned to G2 and Chili Piper.
G2 Profile + Chili Piper guarantees a seamless sales process
BambooHR already used Chili Piper in their regular sales process, so implementing the integration on their G2 product profile was a low-level lift that solved a high-level problem.
Challenges
BambooHR wanted to:
- Decrease buyer friction in the sales process.
- Reduce response times on interest coming from their G2 Profile.
- Optimize potential for G2 as an inbound marketing channel.
The G2 Profile + Chili Piper integration allows buyers to schedule a demo directly on the BambooHR G2 Profile, and it’s automatically routed to the correct member of the sales team.
And the results speak for themselves. Within the first month of setting up the Chili Piper integration on their G2 Profile BambooHR saw a 40% increase in contact requests!
Results
- Buyers now instantly book demos without leaving BambooHR’s profile.
- 40% increase in contact requests from their G2 Profile channel.
Equipped with the power of Chili Piper’s instant booking capabilities and traffic from their G2 Profile, BambooHR now has the ability to set people free to do great work easier and faster than ever before.
"I can focus on looking at the results of how our leads and how those interest forms are performing instead of worrying about if they're actually making it to the sales team in the first place."
Mary Nelson
Channel Manager, Review Sites, BambooHR
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by Yoni Solomon
