DXC’s team sponsors dozens of industry events

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Challenge:
DXC was having struggles with their lead generation experience. Some of those challenges were as follows:

  • Lead generation process was long and tedious: it typically took 3-4 weeks for their lead data to reach sales and marketing
  • DXC’s data privacy team required more stringent processes than was previously experienced. Their process lacked a required opt-in clause. A change was needed.
  • Struggled to create a consistent process/plan for training DXC staff on lead generation process because each show required the use of a different lead solution and process that was out of DXC’s full control

Solution:
BW Events leveraged the EventusAI solution in order to provide the following solutions:

  • Deployed a universal lead application that could integrate with third-party event registration solution
  • Automated lead cleansing solution to cut down any post-show data cleansing to remove test or non-lead accounts
  • Integrated with Marketo for real-time sync
  • Calculated ”hot leads” based on BANT criteria
  • Integrated a data privacy opt-in process within the lead generation solution – these opt-ins were passed automatically to Marketo and synced with OneTrust
  • Increased leads by 275% and 350% at SAP Sapphire and Knowledge19 events

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