Bryant Lau, Head of Go-To-Market at Flockjay, ran a lean and efficient team. They were strategic about every single dollar spent.
And early on they made the smart move to not just create a huge inbound pipeline with MQLs but to also focus on bringing in qualified demo requests.
But making their inbound demo booking requests an amazing experience for their prospects was not an easy one for Bryant and his team. Here’s what transpired:
- They tried a chatbot. Did it help drive results?
Short answer, no. Long answer, they did not have an option to book a demo on the website. So prospects had two options here.
- Submit a form and wait for a rep would then follow up and have a long arduous back and forth of emails to schedule a meeting. This was adding an extra couple of days to their sales velocity, which Bryant was not too happy about.
- Use the chatbot on their website to reach out to their team and figure out the logistics of booking a meeting with them. No one was ever actually using it to chat and it was becoming a tool to book meetings. Bryant felt spending on this chatbot tool was redundant when they could actually just get a solution that helps them book meetings and accelerate pipeline.
- They tried a competitor's product. Were they satisfied with it?
Short answer, no. Long answer, Bryant and his team found it to be very taxing to configure, set up, and maintain. His teams were wasting precious selling time on it considering the learning curve was steep as well. Plus, it was burning a huge hole in their pockets. So they weren't super happy with it at all.
The bottom line for Bryant was to make talking to Flockjay the easiest possible process. And to do so he needed a solution that would align with his vision of being lean and efficient through every stage of the pipeline.
There were a couple of other boxes that the solution had to tick as well:
- Quick and easy implementation on their website
- Robust integration with all the sales and marketing systems in their tech stack (Especially Salesforce)
- Easy to configure and maintain
- Intuitive and user-friendly platform
All things considered, Bryant found RevenueHero to be right for them. And here are all the reasons why it worked.
From streamlining to supercharging their demo booking process
RevenueHero transformed the demo booking process for Flockjay. Today, 50% of the pipeline they generate comes through RevenueHero. Moreover, they were able to improve their sales velocity and bring in more qualified demo meetings like they wanted to.
When RevenueHero came along, it became much simpler to manage qualification and routing on the back end along with scheduling on the front end. We now have a very simple form. We don't need to ask a bunch of questions. We do all the setup in the tool. Then we allow our prospects to immediately select a time, which saves us from all the back-and-forth emails.
There's really no reason to add a few days to your sales velocity, realistically. So you might as well cut that out, allow someone to book a time that works for them, and immediately route it to the right person in your team. Just like we do with RevenueHero.
- Bryant Lau, Head of Go-To-Market, Flockjay
Here are the key processes and systems that Bryant set in place along with the team at RevenueHero to streamline and simplify their demo process.
🔑 Add the instant scheduler to help prospects book a demo directly on Flockjay’s website in a way that is intuitive, easy, loads very quickly, and provides a great on-brand experience to their prospects.
🔑 Create qualifying and distribution rules to match Flockjay’s routing logic that helps instantly qualify and route leads to the right rep suited to talk to them.
🔑Integrate seamlessly with their existing tech stack, including Salesforce, Google Calendar, and Webflow among others.
🔑Use the meeting relays link to ramp their outbound motion and ensure a smooth handoff between their SDRs and AEs.
What makes RevenueHero a favorite amongst the GTM team at Flockjay
Over and beyond all the capabilities of the solution, there’s so much more to RevenueHero that Bryant and his team absolutely love.
Be it easy configuration, high customization, the simple & speedy setup process, or the always-on customer support, at every touchpoint of their journey with RevenueHero, they found their expectations exceeded.
But what they really loved, which was lacking in the competitor solution they used, was how easy and fast it was to implement, set up, and get RevenueHero up and running on their website. In fact, it took only 15 mins. Yup, that’s right.
Another big plus that tips the scales in favor of RevenueHero is how competitively it is priced. Which going back to Bryant’s vision of running a lean and cost-effective team, fits the bill perfectly.
A big benefit to us internally is RevenueHero is far more cost-effective and easy to use. We got all the features we wanted and more. I thought it was kind of ridiculous how much we were previously paying for a meeting booking tool on our website. RevenueHero gives us great value and ROI.
- Bryant Lau, Head of Go-To-Market, Flockjay