Perfecto by Perforce
Perforce develops DevOps tools that improve software quality and security as well as team productivity for several of the world’s leading companies, such as PIXAR, CD Projekt Red, NASA, Verizon, Honda, NVIDIA. Perfecto is a cloud-based web and mobile app testing software designed that helps businesses across various industries, test apps on different operating systems and devices.
Robby the Chatbot
When I joined Perfecto, Robby was only 1 year old. While nothing beats the human touch of a…well, human, chatbots can work 24/7. Before Robby, our 5-person SDR team was missing out on a bunch of opportunities. We had worldwide users on our website at all times of the day. However, Robby needed some rebooting.
I Got 99 Problems & Conversions Are 1
We had a playbook targeting 200 users/week that had already seen the live Perfecto demo, but hadn’t converted to a free trial or paying customer.
The playbook was supposed to be a fast track to booking a custom demo and moving the sales cycle.
Using heatmaps, CTR data, and more we discovered users weren’t converting, let alone interacting with the playbook.
Small Changes…
When I gave the bot a makeover, I rephrased the opening hook as a yes/no question. Because if a user’s behavior can be boiled down to 1-2 choices, just offer those. This removed the decision making (and reading) for the user.
And for users who clicked no, I offered them one of our most popular eBooks -- the Buyer’s guide, so they still had a resource from us instead of a path that led to nothing.
…Big Results.
2021 vs. 2022 data
19% increase in conversations started
20% increase in captured emails
59% increase in AE meetings booked
Pipeline opportunities went from 328K to 3.2M