41. • Develop custom
residential solar solutions
• Based in Foster City, CA,
with 50 employees
• Profitable and greater
than 100% annual growth
• Message: “If your electric
bill is over $125, you can
lower it next month with
no money out of pocket”
Complete Solar Solution
43. • 10,000 dormant leads
• Email interesting content to entire base
– “Solar panels increase the value of your home”
– “Top 5 myths about home solar panels”
• Repurpose the batch emails as nurture streams
Lead Nurturing
It works! $450,000
incremental deals closed so far!
44. • 3,000 late stage leads who had not converted
• Transactional text message about new lower
rates
• Majority of responses within minutes
• Very high response rates: 320/3400 sent: 9%
Text Messaging via Twilio
It works too! $150,000
incremental deals closed so far!
45. • Lead scoring used to prioritize outbound calls
• New leads get a high score: +50
• Scoring prioritizes which older leads get called.
– Interact with a web page: +5
– Click an email: +10
– When score is greater than 20, call it.
• Disconnects and Do Not Call : 90% reduction
Lead Scoring
46. • Using Sugar as the hub to connect to Marketo,
Twilio and Five9 has enabled us nurture and
bring back to life $500,000 of business that we
would never have touched
Conclusion