How RevPartners Improved workvivo's Lead Management Process

Leads Left Unattended

24%

Increase in Conversion Rate for Leads not Booking Meetings

70%

Increase in Pipeline Geberated by SDR Team Month Over Month

Customer Info

workvivo is an employee communication platform that’s designed to facilitate communication and collaboration within organizations, with a focus on enhancing employee engagement, building a positive company culture, and fostering a sense of community among employees.

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Overview

Find out how workvivo increased their inbound lead conversion rate from 35% to 42% within 45 days, increasing pipeline creation by over $1M month over month.

The Challenge

workvivo encountered multifaceted challenges in their lead management, primarily stemming from a lack of prioritization for leads that did not schedule meetings.
Despite having a double opt-in form in place, the existing system failed to address the nearly 50% of leads that did not book a meeting but still presented valuable contact information.

Lead Prioritization Issues

The existing system was biased towards leads that booked meetings, neglecting a substantial percentage of potentially qualified leads.

Missed Opportunities

Failure to engage leads that did not book meetings resulted in missed opportunities for vital discovery calls and potential deals.

Double Opt-in Form

Despite the use of a double opt-in form, the system lacked a mechanism to effectively prioritize leads based on their potential.

The Solution

Infrastructure Enhancement

Chili Piper Integration: The introduction of Chili Piper infrastructure played a pivotal role in enhancing lead tracking capabilities.
New Field Additions: Additional fields were introduced to capture crucial lead information, including date of meeting, time zone, and sequence enrollment.

Introduction of Lead Status Field:

Automated Categorization: The lead status field allowed for dynamic categorization based on engagement status.
Categories Defined: Leads were categorized as "Replied" if they booked meetings, "New" if they required outreach, and "Working" if they were actively engaged in the process.

Workflow Automation:

Chili Piper and HubSpot Integration: The entire workflow, including the Miro board process, was automated using Chili Piper and HubSpot.
Streamlined Operations: The Miro board process was meticulously mapped out to ensure a seamless and efficient workflow.

The Impact

Follow-Up Rate:

Before: A concerning 15% of leads were never followed up with.
After: A notable improvement with 0% of leads left unattended.

Conversion Rates:

Before: A mere 5% of leads not booking a meeting converted to a deal.
After: A remarkable increase to 24% conversion rate for leads not booking meetings.

Rescheduling No-Shows:

Before: Only 10% of leads no-showing the first call were successfully rescheduled.
After: A substantial improvement, with 38% of leads no-showing the first call successfully rescheduled.

Overall Lead-to-Deal Conversion:

A significant 55% of leads that booked a meeting transformed into qualified deals.

Pipeline Growth:

A noteworthy 70% increase in pipeline generated by the SDR team month over month highlighted the system's effectiveness.

Improved Lead Tracking:

Automation Benefits: The automation facilitated better visibility into the conversion rate between different outreach stages.
Reduction in Lead Follow Up Time: The revamped system led to a drastic reduction in the number of leads labeled as "New," ensuring more comprehensive lead management.