German Company Jedox Increases Marketing Qualified Leads 54% with HubSpot and Improves Sales Efficiency

Jedox, a business intelligence and performance management solution provider, were using a range of tools to achieve their marketing goals but were having limited success. They were trying to integrate multiple platforms with an in-house CRM system, but it was becoming too cumbersome and time consuming. When the management team decided to replace their in-house CRM system with Salesforce.com they decided to leverage the opportunity and also look for a marketing automation solution that would work seamlessly with Salesforce. Jedox have been using HubSpot’s software since early 2014 to power both lead generation and on-going customer communication activities.

54%

increase in marketing qualified leads

24%

increase in website traffic

12-20%

improvement in sales efficiency

About Jedox

Jedox are a leading global business intelligence and performance management solution provider, headquartered in Freiburg, Germany. Jedox have been in operation since 2002 and have customers in 127 countries across the globe along with regional offices in Boston, USA and Paris, France.

Finding a Simpler, All-in-One Marketing Solution

Jedox has been in operation since 2002, providing their customers in 127 countries across the globe with business intelligence software. When Tim Dachtler joined Jedox in 2012, he found a marketing team that was struggling to manage all the different pieces of marketing software they were using. Their prospect and customer data was spread across a number of different systems and they didn’t have the insights they needed to refine their strategy or demonstrate the impact of their work. In addition, they were finding it challenging to pre-qualify leads for a sales conversation and this was leading to a lengthy sales cycle of 75-130 days.

Frustration was building internally, and Tim knew that something had to change. He explains, “Imagine having a great marketing team with six employees, working hard to give their best but, at the end of the day, they can't prove the impact of their work because of missing data insights. We simply had to change something!”

An opportunity to make the change occurred when the management team decided to replace their in house CRM with Salesforce.com. Tim secured support to replace their fragmented marketing tools with a simple, all-in-one solution. Their main requirements were that it would work seamlessly with Salesforce.com, whilst also being cost effective.

After evaluating several options including Marketo, Silverpop and Eloqua, Jedox eventually chose HubSpot’s software. Tim says, “Marketo was simply too expensive and beyond the stretch of our budget. HubSpot provided a much more cost-effective option that delivered against all requirements.”

"HubSpot provided a much more cost-effective option that delivered against all requirements."

Tim Dachtler

Marketing Specialist

Jedox

Converting Traffic to Marketing Qualified Leads

Jedox began implementing HubSpot in March 2014. Their first goal was to increase marketing qualified leads. Though they already had a substantial leads database, Tim and the team knew they needed to tailor their communications to help nurture and convert those leads into marketing qualified leads. They began by identifying and understanding their core buyer personas. They identified three core buyer personas, the decision maker, the gatekeeper and the power user, and have since designed their marketing strategy to meet the needs of each of those personas.

In addition, the team started to use HubSpot’s Smart Forms App. This feature allows them to progressively build up a profile on each prospect over time, without being intrusive. Tim says Smart Forms are one of the most powerful apps for him. He explains, “they really help us in collecting and consolidating all relevant lead data bit by bit … we are not putting off our leads as they don’t have to give all this information at once.”

Now with a rich database, the team are finally able to effectively nurture both prospects and customers using HubSpot’s Email App. Advanced Workflows allow them to segment the database and tailor communications accordingly. Tim says this capability is key, as “it helps us to get closer and closer to our main goal - personalised marketing communication.”

Prior to using HubSpot, the marketing team were storing leads in excel and passing them to sales. Tim recollects, “this caused a lot of frustration for the sales team because the leads weren’t qualified”. Now, thanks to HubSpot’s native integration with Salesforce, the team only passes sales qualified leads with a score of 30 or higher to the sales team. This process has helped Jedox become more efficient at managing their sales cycle. Tim estimates that they have shortened their sales cycle by 12-20%. “Our sales cycle was previously 75-130 days, now since we’ve implemented HubSpot, it is 60-110 days maximum.”

"Our sales cycle was previously 75-130 days, now since we’ve implemented HubSpot, it is 60-110 days maximum."

Tim Dachtler

Marketing Specialist

Jedox

Transparent Results That Support Future Growth

Jedox have achieved phenomenal results since starting to use HubSpot’s software. They have increased traffic to their website by 24%. Significantly, marketing qualified leads have increased a massive 54%. Consequently, their sales teams are having both more and better conversations with prospects that are truly ready to discuss purchasing Jedox business intelligence solutions. In addition, their visitor to lead ratio is converting at 33% higher than previously and now remains consistently above a 3% conversion rate.

Jedox finally has the data and visibility they craved. Tim explains, “With HubSpot, our marketing team can finally see where our website visitors are located, which marks they are leaving on our website, which data we were able to generate through forms, as well as see the scoring details of each lead.”

The team at Jedox continue to develop their inbound marketing expertise. They regularly utilise the wealth of resources in the HubSpot Academy to deepen their knowledge. Tim says, “HubSpot is founded on a the innovative concept of inbound marketing and has created a huge community and an incredible amount of informative content. Anyone who decides to use HubSpot in their business will benefit from a vast array of expertise.”

Jedox have ambitious goals to continue to expand internationally in 2015 and beyond. Tim believes that HubSpot’s software is an integral tool to support those goals. He says, “we now have the right tools, we have the right processes and workflows and this is the basis of our sales success in 2015 and beyond.”

In short, Tim recommends HubSpot because “HubSpot’s software has great usability and a clear and modern interface. It is just really fun to work with HubSpot!”

"With HubSpot, our marketing team can finally see where our website visitors are located, which marks they are leaving on our website, which data we were able to generate through forms, as well as see the scoring details of each lead."

Tim Dachtler

Marketing Specialist

Jedox

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