Case Study

About Sonatype

Sonatype is the leader in automated open source governance on a mission to accelerate software innovation for today’s enterprise by improving the quality and security of their open source supply chains. Sonatype partnered with Measured Results to strengthen their existing MarTech infrastructure and add a strategic layer of operational support to their lead funnel processes.

Discovery

To build a long-term infrastructure and lead scoring model,  Measured Results first conducted meetings with key Sonatype stakeholders including the sales and marketing teams, and key executives. These meetings led to a deep understanding of Sonatype’s business.  Measured Results then developed scenarios and tests, automated workflows, and enhanced configuration updates within Sonatype’s systems.  Measured Results then helped Sonatype reconfigure HubSpot and Salesforce, and integrated cross functionality across Sonatype’s marketing technology stack to better support both the sales and marketing organizations.

Lead Scoring & Reconversion

 Measured Results then built a custom lead scoring process that was designed to resurface old leads, re-qualify them and convert them to opportunities.  Measured Results implemented an automated process that correctly identifies and passes over MQLs to the sales team based on a scoring matrix that highly values engagement including the type, frequency, and amount so Sonatype’s sales team can focus their time on the highest value leads in their territory.

These new processes provide Sonatype with significantly greater insight into their marketing attribution, enabling them to see what is working in the pipeline and where to make process changes in order to gain efficiency. Additionally, Sonotype realizes incremental revenue gain through the re-qualifying process.

Business Impact

It is very easy for organizations to become distracted and just focus on what is in front of them. Measured Results has the bandwidth and perspective to be able to continually think through and build the infrastructure needed to take organizations like Sonatype to the next stage of growth. With Measured Results' support, Sonatype is growing at a rate of over 65% a year and recently received $80M in additional funding.

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