Qualified raises $12M to make websites smarter about sales and marketing – ProWellTech
Qualified, a startup co-founded by former Salesforce executives Kraig Swensrud and Sean Whiteley, raised $ 12 million in Series A funding.
Swensrud (Qualified CEO) said the startup is intended to address an issue he faced when he was CMO at Salesforce. Apparently he would have complained that he was “blind” because he knew so little about who visited the Salesforce website.
“At the moment there may be 10 or 100 or 100,000 people on my website, and I don’t know who they are, I don’t know what they’re interested in, my sales team has no idea they’re even there,” he said.
Apparently, this is a big deal in business-to-business sales, where waiting five minutes after a lead leaves your website can result in a 10-fold reduction in the likelihood of making contact. But the solution currently adopted by many websites is only a chatbot that treats all visitors in a similar way.
Qualified, meanwhile, links the website visitor information in real time with a company’s Salesforce customer database. This means that it can identify visitors from high-value accounts and direct them to the correct seller while they are still on the website, turning into a complete sales meeting which can also include a phone call and screen sharing.
Of course, the amount of data Qualified has access to will differ from visitor to visitor. Some visitors may be purely incognito, while in other cases, the platform may simply know your city or where you work. In still others (let’s say if you click on a link from the marketing email), it can identify you individually.
It’s something I experienced myself when I decided to take a look at the qualified website this morning and was quickly greeted with a message saying, “? Welcome ProWellTech! We are thrilled with our funding announcement … “It was a little disturbing, but also much more effective than my visits to other marketing technology websites, where someone usually sends me a generic sales message.
Swensrud acknowledged that using Qualified represents “a change in people’s sales processes”, as it requires that sales respond in real time to website visitors (as a last resort, Qualified can also use chatbots and schedule future calls ), but said it was a necessary change.
“If you email them later, a percentage of those people, you ghost, get bored, go to the competition,” he said. “This real-time approach forces organizations to think differently in terms of the process.”
And it’s an approach that seems to work. Among Qualified customers, the company claims that ThoughtSpot has increased conversations with its target accounts 10 times, Bitly has increased its corporate sales pipeline 6 times and Gamma has driven over $ 2.5 million in the new pipeline. company.
Series A brings Qualified’s total funding to $ 17 million. It was led by Norwest Venture Partners, with the participation of existing investors including Redpoint Ventures and Salesforce Ventures. Scott Beechuk of Norwest joins the board of directors of Qualified.
“The conversational model is simply a better way to connect with new customers,” Beechuk said in a note. “Shoppers love real-time engagement, sellers love instant connections, and marketers are confident that every dollar spent on generating demand is maximized. The multi-billion dollar market of Salesforce automation software will adopt this new model and Qualified is perfectly positioned to meet this demand. “