Matterport Accelerates Sales Cycles by 40% with Qualified

• Networks & Connectivity - Gateways
• Platform as a Service (PaaS) - Application Development Platforms

• Buildings
• Retail

• Product Research & Development
• Sales & Marketing

• Chatbots
• Traffic Monitoring

Matterport, a leading spatial data platform, was facing a challenge in managing their website traffic effectively. With nearly 500,000 unique visitors every month, the company was struggling to convert these visitors into potential leads for their sales team. The sales team was overwhelmed with manually routing support inquiries that were not vetted but still required attention. The company had initially started their program with another vendor, but the weak Salesforce integration led to many manual processes and hindered proper revenue tracking. They needed a solution that could support their global business with complex segmentation and routing, allowing them to efficiently manage support requests, high-value prospects, and spam leads.

Matterport is the world's leading spatial data platform, turning millions of buildings around the world into immersive digital environments. Founded in 2011 and based in Silicon Valley, Matterport went public on the Nasdaq in 2021 and is currently valued at $5.67B. The company is transforming the physical world, changing how homes are bought and sold, retail stores are planned out, and design and construction projects are completed. Thousands of businesses in over 150 countries use Matterport, from startups to the world’s largest companies.

Matterport turned to Qualified for a solution. They aimed to accelerate sales cycles by making direct contact with high-value target accounts and sought a seamless Salesforce solution that didn't require manual management. They rolled out their program in three phases, starting with the residential real estate vertical in EMEA. The first phase introduced Qualified Chatbots to qualify visitors and pump leads into Salesforce. The second phase introduced the Qualified Meeting Booker to quickly schedule meetings with qualified leads. The third phase introduced Qualified Conversations to segment website traffic and chat with visitors instantly. After seeing significant success, they expanded Qualified to their global organization, managing complex routing rules based on unique data like business segment, employee count, multi-language Experiences, and regional requirements. They also adopted a strategy for Sales Development Reps (SDRs) to proactively greet website visitors with goals for attempts, meetings offered, and meetings accepted.

• The implementation of Qualified has not only improved Matterport's sales cycles but also enhanced their understanding of their website visitors. The conversational program has been a 'living beast' that needs to be nurtured, enhanced, and improved for maximum effectiveness. The sales teams have been trained on the tool to understand its value and increase adoption. With Qualified Live View, the Matterport team has full visibility into the digital body language of their website visitors, allowing them to see how visitors are engaging with content and which pages are the stickiest. This has been enlightening for their go-to-market team, enabling them to optimize the website for ease of use, improve content, and refine their website strategy.

• Deals generated through Qualified close 40% faster than any other channel

• 25% increase in attributed revenue quarter-over-quarter

• One Sales Development Representative exceeded her quota by 300% with Qualified