Egencia achieves dramatic improvement in marketing productivity with Marketo

Highlights

• Dramatic improvement in marketing productivity and customer engagement.
• Measurable, higher marketing ROI.
• Strategic alignment of sales and marketing.
• Unmatched lead visibility to drive higher revenues and share of wallet.

Challenges
Egencia, the fifth largest travel management company in the world, was struggling with several barriers and huge inefficiencies that were hindering its sales and marketing efforts. They needed to email customers and prospects from within Salesforce and connect with customers in a more meaningful way. In addition, they had no insights into open and click-through rates, or any ability to segment, track and engage prospects based on buying behavior. Further, the time to perform email blasts took days as the prospect list had to be rebuilt from scratch every time. The result was missed opportunities, strained resources and a frustrated sales force. Egencia was looking for an intelligent platform to manage its outreach campaigns, ensure messaging was relevant and leads were trackable.

Solution
After an unsuccessful marketing automation product implementation and facing extremely limited resources, Egencia turned to Marketo. Following a thorough evaluation of products on the market, Marketo stood out with its unique ability to generate, nurture, qualify and close more high quality sales leads with less effort. Working closely with Marketo’s implementation team, Egencia was able to deploy the Marketo solution within weeks.