Reward Gateway (RG), an innovative employee engagement platform, was facing a challenge common to growing companies with strong product market fit. They had accumulated over a thousand leads from various marketing activations, but their current team was unable to engage with these leads in a timely manner. Given the rapid aging of these leads, RG believed that quicker engagement could significantly improve conversion rates. The goal was to test engaging these leads without disrupting internal operations or diminishing the ongoing conversation with the existing pipeline.
The key challenge for RG was to find a way to engage these underutilised leads without overburdening their existing team or disrupting their current sales process. The leads, coming from a platform that helps companies connect, recognise, and support their people, were crucial for continued growth but required a delicate balance to be managed effectively.
Typically these leads were nurtured through marketing and only engaged sales once they had shown higher intent. Stepping sales engagement one level higher would mean a change to operations. The leadership team did not want to make a permanent change until they could measure this tactic.
Pointer provided the solution RG needed. Stepping in to engage these leads, Pointer set up meetings with various account executives at RG. This solution allowed RG to capitalise on their accumulated leads without changing their internal operations or affecting the ongoing work with their existing pipeline.
The operation turned out to be a resounding success. It was found that there was indeed strong interest among these lower-level leads. By engaging with them through Pointer's services, RG was able to tap into a previously underutilised lead pool, leading to increased conversions and enhanced business growth. This strategic approach not only helped RG to efficiently utilise their leads but also validated their belief in the potential of these leads for conversion.