A success story about how one of our customers, Yellowfin, improved conversion rates of their ideal prospects and increased leads YoY by utilizing G2’s Compare Report. More on the full story below:
Yellowfin is a global Business Intelligence platform dedicated to solving enterprise analytics challenges and helping business people understand not only what happened, but why it happened.
Increasing brand awareness in a competitive category
Yellowfin signed up with G2 to increase brand awareness through user reviews. Throughout the partnership, they’ve worked with G2 to steadily increase their review number to better compete in the Business Intelligence Platforms and Embedded Business Intelligence spaces.
In 2018 they wanted to try a new approach by doing an internal competition with their customer success team to drive reviews. They gave their team a goal to work toward, and with the campaign they grew reviews by 3x and moved on the Business Intelligence Platforms grid from a High Performer to a Leader.
Turning reviews into competitive advantage
To increase leads and brand awareness, Yellowfin decided to utilize their G2 Premium Profile and G2 Compare Report to show prospective customers how they stand out against the competition. This personalized approach was designed to cut through the noise of a very crowded industry and put the emphasis on buyer-focused solutions.
The marketing team at Yellowfin uses G2’s Compare Report to show prospects how Yellowfin compares against their top competitors: Microsoft Power BI, Qlik, and Tableau Server. Prospects engaged with Yellowfin’s nurture campaign receive the Compare Report via email when their lead score indicates they’re evaluating business intelligence solutions.
It’s no accident that Yellowfin chose products for the Compare Report that it competes with most often. When the Yellowfin sales team comes up against these competitors—often in the later stages of the buying process—they are armed with the report to show how real users rate the various products across multiple aspects.
higher open rate
higher click-through rate
conversion rate from leads to opportunities
Higher quality leads and increased customer awareness
Nurture emails that include the Compare Report have a 2x higher open rate and 4x higher click-through rate when compared to other emails in the same nurture campaign. Prospects who download the Compare Report have a conversion rate of 11% to sales-ready leads and convert to opportunities at a rate of 20%.
Yoni Solomon is the CMO at
Uptime.com, delivering web monitoring peace of mind to thousands of customers around the world. He has spent a decade launching new products for G2.com ($257M raised, Inc. 5000 Fastest Growing Companies for 2020), PowerReviews (#49 on Deloitte's Fast 500, #1 in Chicago in 2018), and Vibes ($45M raised in 2016). Yoni's thought leadership on go-to-market strategy is published in Forbes. He's been recognized as one of tech's most influential product marketers by the Product Marketing Alliance, which named his team at G2 2019's Product Marketing Team of the Year.
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