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How CLEARED4 Automated their Lead Qualification Process by Using Encharge and HubSpot

3M+
Platform users
27
Team members
"Encharge was the only tool specialized in SaaS companies that provides advanced workflows and deep integration with HubSpot.”
1636642997110
Josh Parten
Sales & Marketing Operations Manager

The SaaS company

CLEARED4 is a cloud-based global health and safety monitoring platform. CLEARED4 helps small and large organizations create automated rules that allow their employees, visitors, and event attendees to comply with safety regulations. As the COVID-19 Pandemic continues to impact operational complexity, healthcare costs, and reputation risk for organizations, CLEARED4 works with hundreds of organizations to simplify this complexity and lower the risk.

The Challenge: Unreliable metrics, skewed data, and lack of SaaS focus

Before Encharge, Josh and the team were using Mailchimp but quickly realized that the campaign analytics were bad and the automation features were lacking. They quickly realized they needed a more robust platform that caters to their complex SaaS needs.

“Much of the data we were getting in Mailchimp was skewed and not corresponding with Google Analytics. The workflows were elementary, and the integrations were lackluster. After a bit of digging, we went through ActiveCampaign and Encharge. Encharge was the only tool specialized in SaaS companies that provides advanced workflows and deep integration with HubSpot”.
1636642997110
Josh Parten
Sales & Marketing Operations Manager

They needed to go beyond basic emails and implement sophisticated email sequences and automations to create personalized experiences for their audience and better understand how their users move in the sales cycle.

“The drip campaigns and workflows that Mailchimp was offering weren’t working for what we were trying to accomplish. Encharge has robust workflows that allow us to utilize tagging triggers and build effective drip campaigns. They help us understand who the people are, where they are going on our website, and qualify them with lead scores to become a HubSpot lead.”
1636642997110
Josh Parten
Sales & Marketing Operations Manager

The Solution: A powerful marketing automation tool that provides the right sales insights

CLEARED4 needed a solution to enable the marketing and sales teams to make better, more informed decisions.

“We have three email drip campaigns that explain the functionality of CLEARED4 and how we can help our customers with their events. Once an email is sent, we wait three days and then check the engagement. We were able to correspond email clicks and page visits with campaigns in Google Analytics which allowed us to see how long they have visited our website, what pages they visited, and if they did actually convert as a lead.”
1636642997110
Josh Parten
Sales & Marketing Operations Manager

CLEARED4 uses Encharge to:

  • Nurture leads
  • Segment users based on their vertical, title, and geolocation 
  • Qualify leads using lead scoring 
  • Run analysis – what links are most clicked, what case studies or checklists are most downloaded, do people get to the “Contact us” page, etc.
  • Re-adjust messaging and strategy with each approach to improve lead conversion and move leads from MQLs to SQLs.
“Encharge allows us to understand data and make better-informed decisions. Each time we do these campaigns, they get better and better. We're in a pretty good spot right now.”
1636642997110
Josh Parten
Sales & Marketing Operations Manager

The marketing and sales team at CLEARED4 now use Encharge to create a seamless alignment. Leads are scored in Encharge and, thanks to the two-way sync integration with HubSpot, are sent to the sales pipeline in HubSpot, where SDRs take over.

“We score leads for email engagement - if a lead opens an email, they get a point; if they click a certain link, they get a point or two points if it's a “contact us” link. The second way is based on engagement on our website. If they go to a particular event landing page, they get a point; if they download an asset, they get another point. Once a lead reaches a threshold, they are sent to our SDR, where we have a one-on-one sales cadence with those individuals to learn about their needs.”
1636642997110
Josh Parten
Sales & Marketing Operations Manager

The Result: Better data, better insights, and new automated processes

By implementing Encharge with HubSpot, CLEARED4 could gather better insights about their leads and automate the overall sales process, which was all manual before. Thanks to Encharge, the team can use HubSpot as a single source of truth.

“We do many things in HubSpot, now as Encharge is tied to our CRM. In HubSpot, we're able to see what marketing emails people engage with. We have a single source of truth that has an entire timeline from one-on-one emails to what they engage with them on the website. Beforehand, this information was spread across multiple platforms.”
1636642997110
Josh Parten
Sales & Marketing Operations Manager

Before Encharge, CLEARED4 didn’t have any lead scoring or qualification process in place. Thanks to the actionable data and syncing of information across HubSpot and Encharge, the team can prospect leads better.

“The end result is that we’re calling more qualified prospects. It’s a better environment for people to get motivated because they know that at some point in time, the person they are reaching out to has had some involvement or awareness of who CLEARED4 is. That’s thanks to the insights we get from Encharge vs. what most companies do - cold calling people who don’t even know you.”
1603324785342
Jeff McQuilliams
Senior Vice President, Sales and Marketing CLEARED4
Industry
B2B, SMB
Team size
27
Made the switch from
Mailchimp

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Samdock reduced the cost and time spent on acquiring a new customer by 77% with Encharge
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