{"id":111340,"date":"2024-01-19T08:00:52","date_gmt":"2024-01-19T13:00:52","guid":{"rendered":"https:\/\/www.drift.com\/?p=111340"},"modified":"2024-01-19T09:10:38","modified_gmt":"2024-01-19T14:10:38","slug":"4x-pipeline-to-opportunity-speed","status":"publish","type":"post","link":"https:\/\/www.drift.com\/blog\/4x-pipeline-to-opportunity-speed\/","title":{"rendered":"How Drift and Lift AI 4x\u2019ed Intelex\u2019s Pipeline to Opportunity Speed"},"content":{"rendered":"

Every company that sets out to build a safe workplace environment needs to stay up-to-date on their management policies and procedures \u2014 and no one feels this more strongly than the team at Intelex.<\/p>\n

As the world\u2019s leading environment, health, safety, and quality management software, Intelex<\/span><\/a> is on a mission to ensure their customers reach zero workplace deaths by 2050.<\/p>\n

To achieve this mission, the Intelex team knew they needed to provide a conversational channel where all their qualified buyers could learn how their apps help businesses ensure compliance, reduce risk, and improve performance. Even more importantly, they needed to make sure that their most qualified buyers could have productive conversations with the sales team as soon as they were ready to.<\/p>\n

That\u2019s why Intelex adopted Drift and Lift AI, formally known as Drift Engage<\/span><\/a>. With the playbook targeting capabilities of Drift combined with the real-time buyer intent data provided by Lift AI, the Intelex team knew they\u2019d found the winning combination to optimize sales efficiency and increase revenue.<\/p>\n

Intelex has seen some impressive results since adopting these technologies nearly four years ago. So now, let\u2019s take a closer look at what that journey has looked like, as told by Jennifer Boudreau<\/span><\/a>, Senior Director of Revenue Operations at Intelex \ud83d\udc47<\/span><\/p>\n

Jennifer originally shared Intelex\u2019s story with us on a webinar about the power of Drift Engage. If you want to watch the full recording, click <\/i>here<\/i><\/span><\/a>. Otherwise, keep reading for all the insights <\/i>\ud83d\udca1<\/span><\/p>\n

The Early Drift Days<\/b><\/h2>\n

In 2018, Intelex came to Drift with three goals:<\/p>\n

    \n
  1. Give customers the power to connect with them in a new way<\/li>\n
  2. Shorten the sales cycle by talking to customers at the right time<\/li>\n
  3. Blend their marketing and sales efforts to drive more pipeline<\/li>\n<\/ol>\n

    After they \u201cturned on\u201d Drift, however, they sort of forgot about it. For a year, no one maintained the playbooks or monitored their performance. It wasn\u2019t until 2019 that they noticed their business development reps (BDRs) were spending a lot of time talking to people who were never going to buy from them.<\/p>\n

    \u201cWe had a lot of customers coming in for things we did not offer,\u201d Jennifer said. \u201cAnd so our reps were spending time chatting with them, even though there was no reason for any discussion to happen.\u201d<\/p>\n

    That\u2019s why Intelex worked with the Drift team to adjust their chat playbooks to fit what their customers were looking for on their website and<\/i> the solutions that were actually available with Intelex. In doing so, they were able to steer unqualified site visitors away from their BDRs and increase the efficiency of their team.<\/p>\n

    Lift AI Enters the Chat<\/b><\/h2>\n

    Even with the revamp though, Intelex\u2019s BDRs were still struggling to convert the site visitors that they were chatting with. That\u2019s when the team knew<\/i> they needed something more to help them drive conversions.<\/p>\n

    The answer: Lift AI.<\/p>\n

    In March 2020, Intelex integrated Lift AI into their Drift instance. With Lift AI in the mix, the Intelex team was better able to identify the website visitors that were most likely <\/i>to convert based on their intent \u2014 and not just with known site visitors, but unknown visitors as well. This ensured that BDRs prioritized talking to the site visitors that would actually bring in revenue.<\/p>\n

    \n

    [Our anonymous traffic] was all this untapped market that we didn\u2019t realize. \u2026 We weren\u2019t sure who they were or what they were there for. So, Lift AI helped us to identify that, and there was a lot of untapped revenue there. <\/p>\n

    <\/p>\n

    Jennifer Boudreau<\/h4>\n

    Senior Director of Revenue Operations, Intelex<\/strong><\/p>\n

    <\/span>\n<\/p><\/blockquote>\n

    And it worked! Not only did Intelex\u2019s conversion rates on their website improve, but by also creating and triggering specific playbooks based on the site visitor\u2019s level of intent (low, mid, and high), they were able to lower their cost per lead further from the initial decrease they saw with Drift.<\/p>\n

    Four Years Later\u2026<\/b><\/h2>\n

    Since 2020, Intelex has continued to use Drift and Lift AI to uncover all their site visitors\u2019 intent and deliver an experience that matches each individual\u2019s reason for coming to their website.<\/p>\n

    Now, four years later, let\u2019s take a look at how Intelex has measured up to those three goals they had back in 2018:<\/p>\n

    \u2705<\/span> Connect with customers:<\/b> 60% of all pipeline generated from Drift comes from anonymous traffic<\/p>\n

    \u2705<\/span> Shorten sales cycle: <\/b>Pipeline to conversion velocity increased by 4x<\/p>\n

    \u2705<\/span> Drive more pipeline: <\/b>High-intent playbooks convert to opportunities at a rate of 11%<\/p>\n

    So, the final result? Three for three. As Intelex continues to leverage the dream team of Drift and Lift AI, we can be sure that there will only be more (and even better) results to come.<\/p>\n

    Are you looking to discover more untapped revenue for your business? Take a tour of Drift Engage<\/span><\/a> today!<\/h3>\n","protected":false},"excerpt":{"rendered":"

    Every company that sets out to build a safe workplace environment needs to stay up-to-date on their management policies and procedures \u2014 and no one feels this more strongly than the team at Intelex. As the world\u2019s leading environment, health, safety, and quality management software, Intelex is on a mission to ensure their customers reach […]<\/p>\n","protected":false},"author":303,"featured_media":111343,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false},"categories":[79,42],"tags":[221],"acf":{"evergreen_content":false,"hide_brand_icon":false,"hero_image":{"ID":111342,"id":111342,"title":"2312 Engage x Intelex HERO","filename":"2312-Engage-x-Intelex-HERO.png","filesize":1017630,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2024\/01\/2312-Engage-x-Intelex-HERO.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2024\/01\/2312-Engage-x-Intelex-HERO.png","alt":"","author":"122","description":"","caption":"","name":"wp-attachment-2312-engage-x-intelex-hero","status":"inherit","uploaded_to":111340,"date":"2024-01-18 23:24:59","modified":"2024-01-18 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