Silver Peak Improves Its Sales Networking Performance With Multi-Level Lead Scoring

November 3, 2009
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Published in Feature Articles

Silver Peak Systems, Inc. develops Wide Area Network (WAN) acceleration software designed to reduce the amount of traffic sent across the Wide Area Network (WAN) and deliver information locally whenever possible. The company serves large clients like AT&T, Panasonic and Ernst & Young. Santa Clara, CA-based Silver Peak has been able to generate 30% more programs without additional staff since implementing the eTrigue Professional platform for Demand Generation.

Silver_Peak By implementing eTrigue’s sales and marketing automation SaaS offerings, Silver Peak Systems is better able to generate, collect and nurture marketing leads through online communications and real-time activity tracking.

Silver Peak is managing hundreds of thousands of contacts using eTrigue, which enables targeted campaigns with robust tools for reporting. Silver Peak estimates it has been able to generate 30% more demand generation and nurturing programs year-over-year without having to add additional support staff.

“eTrigue is an indispensible component of our demand generation and lead fulfillment process,” said Jeff Aaron, vice president of marketing at Silver Peak. “eTrigue has enabled us to grow our marketing database in a scalable and cost effective manner, while ensuring that only the most qualified prospects make it into our CRM system.”

The prioritization of leads from eTrigue is resulting in the team being able to follow-up leads much faster, enabling an improvement in connection rate with prospects. By leveraging functionality like lead nurturing, the Silver Peak team has seen an increase in re-engaged leads as well.

Most importantly the lead scoring and nurturing efforts have had a direct impact on sales results. “In the four years since eTrigue Professional marketing automation has been deployed, Silver Peak has consistently increased the amount of qualified leads in the pipeline, while decreasing time to revenue,” Aaron states.