DIALSOURCE Sales Acceleration Software
CASE STUDY UNDERGROUND ELEPHANT Accelerating demand generation and streamlining sales for the insurance marketplace Underground Elephant is a rapidly growing technology company that develops programmatic advertising platforms for large enterprises that buy structured lead generation media. It operates across several verticals, each with different brands, partners, and products. Looking to the insurance industry, Underground Elephant has three product lines, in turn supported by three sales and client services teams. Each team targets specific networks, selling customer acquisition products to their own unique existing and potential agent base. One of Underground Elephant s premier insurance products is the Allstate Lead Marketplace. It s a centralized marketplace featuring 24 lead vendors on one platform, providing Allstate agents with an innovative transparent process for lead buying and management. Favorite Features Post-Call Automation Real-Time Agent Analytics 24/7 Dashboards Professional Services
BUSINESS CHALLENGES BUSINESS CHALLENGES Within the insurance industry, one of Underground Elephant s challenges was finding a way to strategically identify high-intent agents for its three separate sales and client services teams. To streamline its calling strategies for the teams different business objectives, Underground Elephant needed access to deeper levels of data intelligence. A primary pain point was the lack of granular insight on team-to-agent interactions at critical stages of the sales funnel. For example, the company s three insurance teams lacked key performance metrics to plan their approach, including details on how many calls, on average, brought leads from initial touchpoint to final sale. Management s motivation for seeking out a sales acceleration platform centered around efficiency: Of course we want every call to translate to a sale, but we also want the ability to capture a level of insight and data across the entire funnel. This allows us to make actionable decisions, increase our growth and inform strategic moves across all channels and teams.
THE SOLUTION In Spring 2014, Underground Elephant adopted DialSource, bringing custom workflow automation and a flexible dialing engine into their existing Salesforce CRM system for all sales and service departments. Management immediately designed custom workflow automation for each team, empowering their teams to complete follow-up tasks with a single click while focusing on their conversations with agents. DialSource also enabled management to access real-time data on every interaction the teams were having with prospective and existing agents: It s really hard to be nimble in the business world, but DialSource provides the ability to harness my client services team for example, pull data straight out of Salesforce into the dialer, and target the right leads at the right time to help us grow strategically. The dialer instantly decreased the amount of calls it took to start conversations. Given the level of technical detail, we were able to identify where leads were in the conversation lifecycle and strategically refine our calling campaigns at every touchpoint.
REQUEST DEMO Key Takeaways DialSource Professional Services teamed Underground Elephant with several engineers to build custom automation for logging opportunities and streamlining data management. Using Post-Call Automation, UE saved almost 50 hours of agent processing time within 3 months. We always get the white glove service, from the developers to the support team. Everyone is customer-centric and responsive, helping us solve everything from quick questions to sophisticated automation tasks. We re also extremely excited about the new DialSource updates coming down the pipeline. - Derek Hyman, VP of Sales Operations dialsource.com 800.928.0392 sales@dialsource.com Request Demo