Back to customer stories Customer stories > Best-in-class speed-to-lead and funnel performance

Best-in-class speed-to-lead and funnel performance

Challenge

8x8 was consistently last to respond to inbound leads in a highly competitive aggregator-driven market, with a 2.5-day average response time, 3% inquiry-to-SQO conversion, and a 0.4% inquiry-to-win rate.

Solution

We benchmarked competitor response times, implemented a strict speed-to-lead SLA, and embedded a disciplined performance management framework utilising EIMS’s workflow platform. With structured sales fundamentals embedded into the sales workflow.

99.9% 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 . 0 1 2 3 4 5 6 7 8 9 0 %

Reduction in response time

5 Minute 0 1 2 3 4 5 6 7 8 9 0 M i n u t e

SLA implemented, beating competitor 10-minute benchmark

567% 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 %

Improvement in inquiry-to-SQO conversion

425% 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 %

Improvement in inquiry-to-win rate

525% 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 %

Overall funnel performance improvement

1st Place 0 1 2 3 4 5 6 7 8 9 0 s t P l a c e

Achieved in speed-to-lead ranking

EIMS has been a crucial partner in our global marketing efforts. Their focus on continued optimization has driven significant improvements on our marketing campaigns and overall performance. Additionally their drive to effectively and efficiently manage new lead sources has given us the ability to experiment with new marketing programs and track progress accurately which has proven invaluable.

Global VP Marketing