Pardot Success Story: Leading Consumer Intelligence Firm Achieves 35% SQL Conversion Rate and 20% Cost Savings

About the client

The client is a leading technology company that specializes in market research and consumer insights. Our client leverages innovative technology platforms with a global presence to provide businesses with real-time consumer feedback and intelligence. Its advanced survey and analytics tools enable companies to gather valuable data, understand consumer behavior, and make informed decisions. The client’s commitment to technology-driven solutions empowers businesses to stay ahead in today’s fast-paced market.


Client challenges

Our client faced challenges in lead capture due to manual data entry processes that consumed time and resulted in errors. This led to the client losing track of leads. Streamlining marketing and sales was complicated by prioritizing high-quality leads within a large volume, which made it hard to pinpoint those with the highest conversion potential.

Solution

PreludeSys helped the client establish long-lasting connections with customers using Pardot for personalized outreach on a large scale. The following are several key Pardot features that contributed to our client’s success.

  • PreludeSys created form handlers to capture leads from their website and send them directly to Pardot. We embedded customized forms on their websites and captured prospect data directly in Pardot. Form handlers ensured data transfer and efficient lead management.
  • Our experts assisted the client with Pardot’s lead scoring and grading capabilities. Lead scoring automatically assigned numeric values to incoming leads based on factors such as the channel, tactic, and content type. Embracing Pardot’s automation capabilities streamlined manual lead analysis tasks. Lead grading assessed leads based on engagements across various digital touchpoints, which enabled the client to identify high-potential leads that were more likely to convert.
  • Additionally, we updated the Form handler code on the client’s website to ensure compatibility with the latest functionalities and optimize performance. As a result, the lead capture process became smoother and error-free.
Results at a glance
23% MQL to SQL conversion rate 35% conversion rate of SQLs 20% reduction in costs
Benefits
  • Achieved a remarkable 23% conversion rate from Marketing Qualified Leads (MQL) to Sales Qualified Leads (SQL), which demonstrates the significance of targeted campaigns and lead nurturing.
  • Witnessed an outstanding 35% conversion rate from SQLs into won opportunities by the implementation of the lead scoring system. The lead scoring streamlined the sales process and enhanced deal closure rates.
  • Enhanced lead follow-up procedures by identifying and focusing on the 34% of qualified leads within the client database. This ensured that resources were allocated towards high-potential prospects.
  • Implementing account-based targeting strategies has resulted in a significant 20% cost reduction.
  • Boosted sales by leveraging enhanced insight into leads and improved lead quality, which resulted in a more streamlined sales process and increased revenue generation opportunities.
Technology

Salesforce Pardot