Calabrio

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TechValidate Software Case Study

Calabrio

Introduction

This case study of Calabrio is based on a May 2017 survey of TechValidate Software customers by TechValidate, a 3rd-party research service.

“We’ve gotten closer to our customers since using TechValidate – we understand who our biggest advocates are. We’re also able to give a voice to the quiet but happy majority.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select TechValidate Software:

Focused on influencing and delivering the following with TechValidate:
- Increasing amount of revenue influenced or contributed to
- Improving close rate
- Shortening sales cycle
- Identifying and engaging new references for sales and marketing
- Increasing engagement with campaigns and digital content (i.e. clickthrough rate, unique clicks, lead forms filled out)

Use Case

The key features and functionalities of TechValidate Software that the surveyed company uses:

Measures the impact of content marketing and customer stories on the bottom line through:
- Engagement metrics: page views, downloads
- Lead generation metrics: form fills, blog subscriptions, marketing qualified lead (MQL) conversion
Measures the impact of TechValidate content on the bottom line through:
- Engagement metrics: page views, downloads
- Sales metrics: omnitouch attribution, last touch attribution, anecdotal feedback from sales
Sees TechValidate as built into an ongoing process as a part of the marketing program.
Key ways that TechValidate content helped sales close more deals:
- Helped sales people build credibility and handle objections with relevant customer proof from TechValidate
- Enabled their sales team to do social selling / sharing on LinkedIn and Twitter with TechValidate
- Moved buyers through funnel faster with TechValidate content

Results

The surveyed company achieved the following results with TechValidate Software:

TechValidate’s top benefits are the following:
- Speed to market with customer reviews, testimonials, case studies, and statistics
- Third-party validation of customer research
- Easy way to gather and create quantifiable proof to back up marketing claims
- Creating bottom-of-the funnel content for sales
- Faster way to get testimonials, case studies and statistics for early stages of buyer’s journey
- Direct access to feedback from customers, vs. going through sales, customer support, or customer reference teams
- Ability to create proof of competitive differentiation in competitive market
- Ability to build database of customer references to speak to prospects, interview for case studies, speak with analysts etc.

TechValidate Research on TechValidate

Calabrio

Introduction

Challenges

Use Case

Results

Company Profile

About TechValidate Software

About This Data