October 2014 – Present
ResponsePoint is qualifying post-nurture leads into sales opportunities for two Schneider Electric businesses (IB & ITB). Prospects are “processed” through a number Schneider Electric marketing campaigns (Marketo, paid search, online ads, white paper downloads, trade shows, etc.). Once the leads reach a designated level of qualification, they are loaded into a calling queue into bFO and passed to ResponsePoint to qualify. ResponsePoint does the work inside of the Schneider Electric bFO platform so the results are available real-time.

The Marketing team’s objective is to develop more consistently qualified opportunities to deliver to the Sales team. Results so far have produced a rate of qualified bFO Opportunity Level 2’s of about 2%. These are then passed to the Schneider Electric sales team for further development and conversion to sales. There is another significant group of leads that have been profiled as marketing qualified leads for accelerated nurture campaigns. Further, a large portion of the leads previously considered as “qualified” are moved to a longer term nurture process and removed from the short term sales prospect list.