CASE STUDY
CONNECTANDSELL
ON24 CUSTOMER CASE STUDY
CONNECTANDSELL
CASE STUDY BACKGROUND
INDUSTRY
Technology
ON24 SOLUTION
ON24 Webcast Elite
SUMMARY
ConnectAndSell, an industry-leading sales
acceleration technology provider, selected
the ON24 Webcast Elite platform to help fill
its own sales funnel. Webcast Elite is part of
a marketing mix that helped ConnectAndSell
quadruple the number of inbound requests
and double both the number of diagnostic
evaluation requests and sales for its entrylevel sales product in its first month of use.
INTRODUCTION
SITUATION
MAKING CONNECTIONS, TURNING
CONVERSATIONS INTO SALES
SEARCHING FOR A WEBCASTING PLATFORM TO
KEEP PACE WITH THE COMPETITION
Founded in 2007, ConnectAndSell is a global leader in
cloud-based sales acceleration technology, helping its B2B
clients grow their revenues faster than they can grow their
sales teams. The company’s patented sales acceleration
technology helps turn marketing leads into conversations
and conversations into revenue opportunities.
When the vice president of sales and marketing came on
board in Oct 2013, ConnectAndSell was using WebEx for its
online communications efforts. The VP considered WebEx
to be more of a general-purpose meeting tool, one that was
not highly interactive and offered limited audience support
capabilities. He felt the platform and the technology were
not keeping up with the company’s growing lead generation
and prospecting needs.
To support its growing customer base and field force,
ConnectAndSell needed a flexible, reliable webcasting
platform for:
• Bimonthly lead generation, prospecting webinars
featuring renowned, high-level guest speakers and
sales trainers
• Quarterly update meetings for sales team members in
the company’s California and Colorado offices and in
the field, as well as other internal corporate meetings
While attending a virtual technology summit hosted
by a competing sales acceleration platform vendor,
ConnectAndSell participated in several ON24-run webinars
and saw firsthand the platform’s powerful branding,
video and social media capabilities. The virtual event’s
combination of live, pre-recorded and on-demand webinars
gave audiences multiple opportunities to attend every event.
© 2014 ON24, Inc. I www.on24.com, email: [email protected] or call 1-877-202-9599
1
CASE STUDY
CONNECTANDSELL
SOLUTION
RESULTS
A LEAD GENERATION PLATFORM WORTHY OF A
GLOBAL SALES ACCELERATION TECHNOLOGY
LEADER
LARGER AUDIENCES, MORE LEADS, INCREASED
SIGN UPS AND RENOWNED SPEAKERS ASKING TO
PRESENT
• In March 2014, ConnectAndSell replaced its WebEx
platform with ON24 Webcast Elite. The company utilizes
Webcast Elite’s time-saving, brand-enhancing features to:
ConnectAndSell enjoyed webinar success from the word go.
The first event, held in conjunction with the Aberdeen Group
in June 2014, exceeded the company’s lead generation
expectations, reaching technology marketing, VP- and
C-level targets.
• Design professional registration pages in only a few clicks:
A skilled webmaster or HTML expert is no longer needed
to create highly appealing and completely branded
registration pages. ConnectAndSell can easily populate
the Webcast Elite pre-configured two-column layout with
speaker bios and webinar information with just a few
mouse clicks.
• Brand its webinar series webcast console: ConnectAndSell
“cloned” its webcast console template to simplify the
creation of each new installment in the Advanced Sales
Acceleration Strategies Webinar Series and deliver a
recognizable campaign look and feel. By repurposing all
the design elements, ConnectAndSell just has to swap out
the speaker information, Twitter feed and resources and
upload new slides for each new webinar.
• Offer speakers plug-and-play simplicity: The sophisticated,
easy-to-use Presentation Manager XD (PMXD) makes
ConnectAndSell’s guest speakers quickly feel at ease
with the webcasting platform. The intuitive PMXD setup
window and storyboard allow the speakers to focus on
presentation delivery and not worry about the technology.
With Webcast Elite webinars as a crucial component in its
successful marketing portfolio, ConnectAndSell has:
• Doubled its audience with the on-demand access option
• Quadrupled its inbound requests
• Doubled new wins in June 2014 with 47 deals, far
surpassing the normal 20-25 per month
• Signed more diagnostic evaluations than ever before
• Achieved an all-time high in sales for its entry-level
sales product
The webinars have also spurred increased interest from
some of the industry’s most well-known speakers and sales
trainers to be guest speakers on ConnectAndSell’s webinars.
These professionals want to work with companies that have
a proven process for creating and delivering webinars and
a reliable, flexible platform that makes it easy for them to
participate.
“We can definitely say that ON24 webinars are part of
the marketing strategy that has helped us quadruple
our inbound requests.”
— CHAD BURMEISTER
VICE PRESIDENT, SALES & MARKETING
CONNECTANDSELL
HOW CONNECTANDSELL MEASURES WEBINAR EFFECTIVENESS
OBJECTIVE: A global leader in sales acceleration technology, ConnectAndSell needed a webcasting platform that
met or surpassed its competition, with the ease of use and on-demand access to draw larger, more diverse audiences,
including VP- and C-level executives.
STRATEGY: ConnectAndSell implemented ON24 Webcast Elite, the powerful self-service webcasting platform with
enhanced time-saving and brand-enhancing features and functionalities, along with enhanced interactivity, social media
integration and high-quality video.
RESULTS: The initial Advanced Sales Acceleration Strategies webinars are drawing the desired range of participant titles,
with twice the audience via on-demand access.
© 2014 ON24, Inc. I www.on24.com, email: [email protected] or call 1-877-202-9599
2