Challenge

For lead scoring, hard data is needed. However, it’s not very easy or reliable to enquire a company’s turnover, industry or number of employees on a lead form, especially in the early stages of the buyer’s journey.

Solution

Together with external company data service provider, we developed a new service. When a contact is writing the name of his company on a form, at the fifth character the form retrieves a list of companies from the official company listing, from which the contact chooses the correct company. Hidden fields in the form are automatically filled with company information. The service works in 14 countries.

Results

60 percent of form fills now contain enriched data that will be used for creating models for lead scoring. Prospects’ company financial data is automatically updated.

MORE EXAMPLES OF OUR SUCCESS STORIES:

AUTOMATED CALL LIST TO HOT LEADS

Effective lead scoring models to marketing automation system that activates different stages of nurturing automatically. »

TELEMARKETING TOOL WITH GREAT RESULTS

We build a database into marketing automation system that uses custom data objects to provide unparalleled results. »

BRILLIANT CHANGE IN SALES AND MARKETING

Visma leapt from a spray-and-pray campaign-oriented culture to analytics-based marketing with great results. »