Shortways
Shortways chose Sidetrade to grow sales and automate lead engagement.
For us, Sidetrade’s IKO Sales Acceleration solution has brought the combined value of sales automation and scored leads.
Nathalie Hoch
Marketing Manager, Shortways
Challenges
- Boost lead generations
- Ensure a steady stream of business opportunities
- Increase meetings booking rate
Keys to success
- IKO Sales Acceleration solution, Sales development platform to automate lead engagement and generate a flow of new meetings
Results
- 2x more meetings
- 57% open rate
- 16% response rate
For us, Sidetrade’s IKO Sales Acceleration Solution has brought the combined value of sales automation and scored leads.
Nathalie Hoch
Marketing Manager, Shortways
Marketing Manager, Shortways
Shortways nos has a strady stream of business opportunities via Sidetrade’s IKO Sales Acceleration solution
Shortways, established in 2011, helps companies achieve faster user adoption of Cloud solutions (ERP, CRM, SIRH) with an in-app virtual assistant system that’s multi-software compatible. Shortways helps its customers meet the challenge of computerized business systems, reducing end-user support workload by embedding relevant learning content directly into his or her business application (PC, phone or tablet).
Shortways allows companies to increase their ROI on IT investment, reduce user support workload and benefit from improved employee knowledge through collaborative solutions.
Shortways’ clientbase includes large international accounts of companies such as Total, Sodexo, LafargeHolcim and Altedia Lee Hecht Harrison.
Developing an efficient outbound strategy
In 2015, Nathalie Hoch, Marketing Manager at Shortways, wanted to develop an efficient lead generation strategy to complement marketing inbound efforts. Well aware of the limits of inbound lead generation – dead-end leads, patchy interest, not being able to reach decision-makers, big investment in time and money – Nathalie Hoch put her trust in Sidetrade to ensure a steady stream of business opportunities.
Combining the efficiency of sales automation with the intelligence of predictive leads has really made the difference for us, testifies Nathalie Hoch.
Double the number of meetings in 3 months
Shortways quickly saw the value of combining qualified outbound leads with automated engagement. Nathalie Hoch’s team is now reaping the benefits of a simple outbound prospecting routine.
We spend 10 minutes a day engaging 25-30 top leads scored by IKO. Because IKO Sales Acceleration is so simple and easy to use, it slots in with our busy schedules. It was so easy to set up our first email scenario, click and see results, says Nathalie Hoch.
The Marketing Manager adds:
We have different five-wave email scenarios for all our buyer personas. We begin with an intro email, then we mix content-sharing emails and follow-ups. We’re about to begin warm-calling leads using engagement analytics.
In just the first three months of use, Shortways doubled its number of meetings. Half of these came from leads generated by Sidetrade’s IKO Sales Acceleration solution.
Sidetrade means we’re building up leads far more quickly than we could ever have imagined, concludes Nathalie Hoch.
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