Supernova Award Category
The Problem
Cotap's freemium models allows employees from any company to try Cotap with their teams before making a purchasing decision. Knowing which companies are adopting Cotap more heavily is critical to prioritizing sales and customer success outreach and support. Most modern analytics tools only provide user-level (not company-level) insights to measure adoption and penetration. Cotap needed technology that would tell them which companies were actively using Cotap so they could effectively prioritize their outbounding and support efforts.
The Solution
After months of searching, Cotap discovered Totango. Totango's strength in providing company-level customer insights was a perfect fit to help the Cotap team improve the end-to-end customer experience.
The results
With Totango, Cotap reps can identify interest quickly, qualify faster, sell bigger, and support more holistically. Our team spends less time hunting down information about engagement and more time actually interacting with prospects and customers.
Metrics
Since the introduction of Totango, addressable leads have increased by 200% and lead-to-opportunity conversions have improved by 150%.
The Technology
Disruptive Factor
Company-level analytics to drive freemium conversion and post-sale support.
Shining Moment
Two weeks into the Totango implementation, our team saw an entire customer lifecycle unfold from the lens of our Totango dashboard. We saw a prospect sign up and invite coworkers. We waited until they hit a premium "paywall" and were alerted through Totango. We promptly reached out through Cotap to the prospect and began a sales conversation. A week later the prospect became a customer and are using Cotap more and more each day.