Silver Peak Case Study

Silver Peak
"We discovered the true potential of 'demand generation' from eTrigue. Now our sales teams have insight into prospect interest levels and know when leads are HOT."
—Vice President, Worldwide Marketing

Opportunity

Silver Peak helps companies connect WAN applications with users across long-distance geographies with LAN-like performance. Silver Peak needed marketing automation to automatically identify "hot leads" for a growing world wide sales team. Additionally they were looking for an effective way to automate their "lead harvesting" programs for efficient and effective follow-up with qualified prospects.

eTrigue Solution

After eTrigue was deployed, Silver Peak has been able to execute a multitude of highly targeted demand generation messaging campaigns to its large database with eTrigue's search-based profiling capabilities. Silver Peak has also been able to quickly and easily modify their sales lead criteria to reflect ever-changing business needs. Real-time Lead Alerts have enabled rapid follow up and ultimately closed more sales.

Results

  • eTrigue's 3-D Lead Scoring enable identification of highly segmented audiences
  • Successful response rates achieved from highly targeted outbound email campaigns
  • Silver Peak's sales team are able to identify and focus on "hot" prospects
  • All prospects are harvested for lead nurturing
  • Real-time Lead Alerts enable rapid follow up
  • Focused marketing team is able to outperform larger rivals

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