Sophos ups security with lead scoring

摘要

Sophos, a developer and ven-dor of security software and hardware, was eager to gain new leads, cut cycle times and support increased sales activity, but it didn't want to add to its head count. Sophos decided to upgrade both its sales and marketing automation systems to better manage the lead-gen and customer life cycle processes. Activities such as streamlining the means to stay ahead of customer communications (automatically sending out renewal notices associated with upcoming license expiration, for example) and keeping track of multitouch reporting and attribution were considered key elements of the new approach.