GET A DEMO

Case Studies

How unifying marketing and sales tools and customer data can increase site traffic 200% and resurrect lost deals—to the tune of €4.5 million

Get a Demo

Summary:

Authenteq, a SaaS identity verification and privacy provider, was dealing with a bloated suite of MarTech tools, stalling internal workflows and integration efforts. This prevented their sales team from identifying hot leads, seeing which were most engaged, and focusing on high-value opportunities. This led to deals slipping and lost revenue.

Not unlike many SMBs, “They gravitate to the bright and shiny object and take a bottom-up approach to adding MarTech, resulting in tools and data that are misaligned with business objectives or unable to provide relevant insights,” according to Harvard Business Review.

By partnering with SharpSpring, Authenteq was able to create an efficient bridge between marketing and sales to gain critical business intelligence. Using SharpSpring’s unified platform of sales and marketing automation and CRM data, Authenteq quickly saw results from streamlining their tech stack: increasing site traffic more than 200% and resurrecting and closing previously lost deals.

“SharpSpring is a very robust tool. Easy to learn and easy to use, but robust. A unified marketing automation and CRM solution is vital to a thriving business. SharpSpring’s marketing automation has provided us with an efficient bridge between sales and marketing and delivered greater business intelligence—by giving us a view of all customer data in one place—without the hassle of extracting from multiple tools.”

–Jared Beasley, Authenteq CEO, 2021

Challenge:

Authenteq was seeing sales decline and struggling under the weight of:

  • Navigating a complicated set of tools that provided lackluster KPI’s.
  • Wasting time on inquiries that weren’t generating revenue.
  • An inability to report metrics the sales team needed, like hot leads.
  • Experiencing problems with engagement tracking through their existing CRM.

Solution:

By partnering with SharpSpring for marketing automation, Authenteq was able to consolidate all capabilities in one solution (without integration missteps), streamline lead scoring and management, and synchronize processes for their sales team. SharpSpring quickly proved to be an effective partner in:

  • Providing quick and easy integration via their CRM migration tool.
  • Identifying key lead attributes the Authenteq sales team could act on fast.
  • Streamlining media tracking to provide actionable metrics on content engagement.
  • Resurrecting previously dead deals and bolstering site traffic significantly.

Campaign

Tactic: Onboarding

Using SharpSpring’s CRM migration tool, Authenteq found themselves able to map fields and upload 1,000+ contacts and their relevant deals from HubSpot. The ease of integration, coupled with SharpSpring’s 24/7 client support, made onboarding seamless.

Tactic: Integration

Within the first 24 hours, Authenteq mapped their contact forms to native SharpSpring from JavaScript. All members of the sales team were also able to leverage Zoom integration. Now, when a prospect books time with a sales rep, a unique Zoom link is generated automatically and appears in the confirmation email.

Tactic: Improved Marketing Insights

Integrating Google Ads, Authenteq now has insights beyond what ads receive the most clicks. The marketing team can watch traffic, match traffic to leads and follow what’s working and what isn’t. The team can now see which specific clicks generate real revenue opportunities.

Tactic: Lead Scoring

With Lead Scoring offering key indicators of which incoming leads are the most qualified, Authenteq’s sales team has been able to focus their efforts on lead conversion — insights that have led Authenteq to reengineer their website to tailor to their clients’ immediate wants.

Tactic: Automated Workflows

Authenteq’s sales team learned the ease of marketing automation workflows and scoring leads in just one workshop – allowing them to focus time on the most promising leads from the start. 

Tactic: Media Tracking

Authenteq converted all standard sales media into trackable links, helping sales reps know exactly which content assets a prospect has viewed.

Results

Authenteq tested the waters with an automated, plain text, drip campaign – and in doing so they resurrected seven legacy deals within just 24 hours – a pipeline addition of €4.5million!

  • 865 emails were sent and 770 delivered, with a click-through rate of 5.45%.
  • Traffic to the site increased over 200%!
  • In 24 hours, 7 legacy deals were secured. A total pipeline addition of €4.5million.

In the weeks following launch, Authenteq averaged 3,500 unique visitors per month and more than 5,000 page impressions per month.

“No more using 4 or 5 different systems and then trying in vain to marry them up. The data is in one place and you can easily see where your money is going, where it’s working hard, and where it’s not,” said Beasley.