These are educated accounts and prospects who have spent significant time on Warmly’s website engaging in high intent actions. Through Warmly’s insight platform, our marketing team was able to identify ~60% of all of our traffic, allowing us to retarget prospects in a highly personalized manner (and, in many instances, automatically using Warmly’s automation software for sales and marketing teams). [Watch it live!]

Every day, we effortlessly piped greenfield accounts and contacts showing intent into our CRM and automatically added them to high conversion nurture sequences.

See below for two charts displaying weekly identified accounts and contacts, high intent prospects, that Warmly has added to our CRM in the past quarter.

Warmly’s Slack notifications let our marketing team know real-time when a marketing contact or prospect is in the process of filling out a form on Warmly’s website. Using this information, our marketing team is able to enter the site visitor’s session and warm call them with the goal of either ensuring that they finish the form, or engaging with them directly while they are on our site and most interested in our product (and before they leave our site and head over to a competitor site!).

Warmly captures all form fill data, so even if a member of our team is not able to engage with the visitor real-time, we are alerted of the visitor’s contact information and are able to follow up with them once available.

We also capture partial form fills, helping our own team chase after site visitors who began filling out a form on our website but abandoned the form before submitting.

See below for a screenshot of our form fill Slack notification channel, which our team uses daily to successfully convert website visitors to tangible pipeline.

The average cold calling success rate is 2% per Cognism. Using our own tool, however, Warmly saw a 12.5% connection rate with high intent prospects visiting our website. Instead of devoting valuable resources to cold calling and spray-and-pray marketing efforts, Warmly leaned into the ICP prospects that were literally knocking on our door (spending significant time on our website!).

Additionally, we were able to give time back to our reps while customizing messages to all ICP prospects visiting our website using Warmly’s AI chat, a key resource for leaner teams looking to increase reach while maintaining the personal touch [Watch it Live!].

The second half of this case study contains several Warmly wins from engaging with prospects live on our website.

Using UTM tracking through Warmly, our team was seamlessly able to identify and track 60%+ of the companies who were clicking through our various advertising campaigns and spending time on Warmly’s website. Using this data, we monitored whether our marketing campaigns led to pipeline converted with these specific companies.

In Q2, our marketing team launched and committed significant resources to a YouTube advertising campaign. While the campaign was relatively successful, we determined through Warmly that the ROI from the campaign did not meet the threshold needed to continue pursuing it, a key decision that will likely save us thousands of dollars and enable us to commit this spend to higher ROI channels.

See below for a screenshot through Warmly of the companies that we were able to identify from our YouTube campaign (up to 16+% of total).

Warmly uses custom Warmly properties in our CRM to enhance basic CRM lead scoring, because it’s vital for us to bake into our lead scoring that an account visited our pricing or case study pages and had multiple unique visitors spending over five active minutes on our website in the past week.

Warmly nurtures low-intent website visitors. We’ve found that website visitors who just visit our home page or spend less than 30 seconds on the website are unlikely to buy right away. So we leverage what we know about what they did on the website and what company they come from, and automatically trigger nurture campaigns towards our ICP in that company. It’s like advertising retargeting but with email!

Warmly’s AI chat has the functionality to book meetings automatically for your sales team. Included in the second AI chat message is Warmly’s generic meeting link, which prospects can use to book qualified meetings. Using Warmly’s filtering system, called Warmly segments, sales teams are able to only send AI chat messages to qualified accounts (based on filters like company headquarters, employee count, estimated annual revenue, etc.). In this instance, a qualified prospect booked a meeting with Warmly after just two AI chat messages. See below for a transcript:

Keegan (AI): Hey! Warmly sales rep here to offer an ice chilling solution (not a bot btw, real person)

💡This was the Warmly AI chat’s preliminary message to the prospect. Warmly wasn’t able to identify the company at which the prospect worked, so the message the AI chat sent was relatively generic.

Keegan (AI): Hey there, just curious, what got you interested in Warmly? Want to chat? Or book a meeting with us? https://warmly.orbianca.com/calendar/team/t/13

💡Warmly’s AI chat sent a second message since the prospect didn’t reply to the first message.

Prospect: Would love to learn more maybe two weeks out? I can do a 20 min chat.

💡After sending this message, the prospect booked a meeting via Warmly’s calendar link.

Vesta was a key mid-funnel deal for Warmly, and our CEO Max had two key stakeholders engaged, a leader in sales operations and a leader in marketing. While Max, who was the deal owner, was busy during the day, a new stakeholder from Vesta came to Warmly's website. Warmly's AI chat sent the new stakeholder a series of personalized messages, causing the stakeholder to respond. At that point, one of Warmly's SDRs hopped into the new stakeholder's live session and engaged with the prospect, answering several questions about Warmly's offering and highlighting its advantages versus competitors. With the help of this new stakeholder, Warmly closed this deal.