Sales wants more leads. But that doesn't mean they will settle for just any leads. They want good-fit ones that will close quickly.

Despite offering a winning product, Mendix found itself struggling to deliver high-quality leads to its sales team and close new deals in a reasonable amount of time. With a protracted MQL-t-Opp conversion rate, Mendix knew they had to do something to either improve the quality of the leads being passed to sales, or increase efficiencies throughout the process or both.

Watch AnH Ly, Marketing Systems Admin at Mendix, and DeAnn Poe, VP of Marketing at DiscoverOrg, Discuss how Mendix was able to deliver more qualified leads to the sales team while also reducing prospect research time and enabling more informed follow-up. The end resultL Improving their MQL to Opportunity conversion by 14 times!
Mendix shares their process for:
  • Overhauling the Lead Flow Process in Marketo
  • Appending and Enriching Inbound Leads in Real-Time
  • Leveraging Data to Qualify Leads Further/ Better
  • Delivering a Complete Lead Profile to Sales
Anh Ly
Marketing Systems Admin | Mendix

Anh  Ly has been with Mendix for two years. Her responsibilities include being the Marketo admin, managing the multiple integrations that tie into the tool, running the operational programs in the platform, and managing their database, along with supporting the multiple functions within the organization to stand up various programs and campaigns. She is also a Steering Committee Member of the Boston Marketo User Group. On her spare time, she enjoys traveling, hiking, and snowboarding and will do just about anything that’ll get her to the outdoors.
DeAnn Poe
VP of Marketing | DiscoverOrg

As  the Vice President of Marketing at DiscoverOrg, DeAnn and her team are responsible for sourcing 50% of the company’s pipeline and revenue through inbound and outbound demand gen programs. DeAnn has over 15 years of experience serving in Demand Gen and MarComm functions at software companies across a variety of verticals. DeAnn holds a bachelor’s degree in Business Administration from California State University, San Marcos. She is Inbound Marketing certified, a Certified Trade Show Marketer (CTSM), and a 2017 Marketo Revvie Award finalist.
CMO, DiscoverOrg

Katie is responsible for leading the global marketing and growth functions at DiscoverOrg. She brings 15 years of marketing, product, and strategy experience in global, high-growth technology businesses to her role at DiscoverOrg. Prior to joining DiscoverOrg, Katie served in executive leadership roles at Mitratech, Accruent, and Hoover’s. She has a bachelor’s and masters degree from the University of Virginia.