Fuze generates $44M in pipeline using Alyce
Fuze’s Demand Generation team pursues an ABM strategy, where a list of several thousand best-fit prospects are pursued by the inside sales team.
Fuze is in a highly competitive and high growth market segment and the challenge is aggressive demand generation goals. Inside sales reps have struggled to get responses from IT directors at named accounts.
You can send the same generic gift a million times, but if you send something to someone that shows you've done your research, you're paying attention, and that you care it makes a huge difference.
— Abbie Crossen
Business Development Rep
net new opps
Using Alyce within Salesforce, each inside sales rep is able to pursue a new strategy: a message and gift that is about the interests of the prospect arrive in unique packaging to the prospect. The inside sales reps each send 10-15 gifts and unique messages per week and have seen 3x improved account penetration, with opportunities created at 60 net new accounts.
In 2019, Fuze expanded strategic gifting to the events marketing team to improve post-event follow-up and to the customer success team to improve renewal rates.
Fuze is a global, cloud-based unified communications platform that empowers productivity and delivers insights across the enterprise by enabling simplified business voice communications, flexible video conferencing, and always-on collaboration. Fuze allows the modern, mobile workforce to seamlessly communicate anytime, anywhere, and across any device.
Industry: Telecommunications Technology
Company Size: 741
Location: Boston, MA