Challenge:
Generate leads and build market aware-
ness with limited resources for out-
bound marketing and lead management
RSA Security Reduces Cost of Sales Lead Generation and Management
“We have seen dramatic cost
savings in the past few years by
implementing Responsys. And we
got a lot of additional bandwidth
to do more marketing with existing
resources. Responsys is definitely
key to the success of our marketing
efforts here at RSA Security.”
Case Study
Solution:
Automated platform for sending
targeted email campaigns, capturing
responses, and directly feeding leads to
the sales force automation system
Results:
Dramatically reduced infrastructure
costs and increased efficiencies of sales
lead management processes
Challenge
Generate and Deliver Qualified Sales Leads Efficiently
RSA Security, a leading provider of Identity & Access Management solutions for enter-
prise, is working to build and maintain a leadership position in the marketplace. They face
a dual challenge: identify qualified prospects for the sales group and build positive aware-
ness in the marketplace — all with limited resources for outbound marketing campaigns
and lead management infrastructure.
“We needed to make our e-marketing process more efficient.” said Michael Veit, Direct
and Database Marketing Manager at RSA Security. “We send out as many as six different
email campaigns per week and have to efficiently coordinate different campaigns to dif-
ferent segments of our database. And, we needed to automate and improve the process of
delivering the leads we generate to the sales group.”
“Also, we were looking to improve the user-friendliness of our Web forms in order to
make it faster and easer for our prospects to respond to our programs, which in turn
boosts our response rates and overall lead-generation results.”
Responsys | 900 Cherry Avenue | San Bruno, CA 94066 | 650-745-1700 | www.responsys.com
Markets More Efficiently and Effectively with Email Automation
Solution
Streamlined Proc