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KEMP Technologies Boosts Lead Engagement and Sales Opportunities with Conversica® AI Assistant
Technology Category
- Application Infrastructure & Middleware - Data Exchange & Integration
- Application Infrastructure & Middleware - Middleware, SDKs & Libraries
Applicable Industries
- E-Commerce
- Recycling & Waste Management
Applicable Functions
- Sales & Marketing
Use Cases
- Demand Planning & Forecasting
- Time Sensitive Networking
Services
- System Integration
The Challenge
KEMP Technologies, a leader in advanced Layer 2 – 7 Application Delivery Controllers (ADC) and application-centric load balancing, faced a significant challenge in managing its growing number of sales leads. As the company's success in the market grew, so did the complexity and time-consuming nature of lead management. The company found it increasingly difficult to engage and nurture web visitors to determine their interest and intent, optimize lead qualification via marketing automation, and increase ROI on lead acquisition. The challenge was further complicated by KEMP's global presence, which introduced geographic and seasonal hurdles. It became impractical to hire enough sales reps to cover raw leads in all regions over all peak periods. The company needed a solution to automate nurturing and engagement with web leads beyond simple one-to-one email.
About The Customer
KEMP Technologies is an industry leader in advanced Layer 2 – 7 Application Delivery Controllers (ADC) and application-centric load balancing. The company has over 40,000 worldwide customer deployments, serving enterprises and organizations that demand highly available, scalable, and secure e-commerce, web, and collaboration applications with the best value-based price and performance. KEMP's global presence and success in the market have led to an increase in sales leads, necessitating a more efficient and effective lead management system.
The Solution
KEMP Technologies turned to Conversica, a leading provider of Intelligent Virtual Assistants for business, to address its lead management challenges. The company implemented Conversica's AI Assistant, Olivia, to engage with incoming leads, particularly those arriving via their 'freemium' product's separate website. Olivia was also used to reengage older and dormant leads. Recognizing the potential of Conversica to complement their marketing funnel and automation suite, KEMP integrated it with their Salesforce, Marketo, and marketing analytics systems. This integration provided KEMP with end-to-end visibility of every touchpoint, reduced the wait time for follow-up, and allowed the company to see exactly where the lead was in the buyer journey. The AI assistant excelled at engaging in human-like conversation, enabling the sales teams to focus on Marketing Qualified Leads that have shown interest and intent further down the buying cycle.
Operational Impact
Quantitative Benefit
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