How Matillion Fuels Sales with Personalization at Scale
Who they are
Matillion helps teams get data business-ready, faster. They’re a leader in data productivity, offering a complete data integration and transformation solution that’s purpose-built for the cloud.
How it started
Before Uberflip, Matillion struggled to personalize at scale. They needed to set up their sales team for success by allowing them to quickly create personalized, engaging experiences to identify sales-ready buyers, accelerate the deal cycle, and fuel sales conversions.
What they did
After launching Uberflip, Matillion rolled out account-based marketing campaigns to a set of tiered accounts across 6000 priority accounts (they refer to this as the M6K campaign). 25% of their closed won deals came from those target accounts, along with 42% of all closed won revenue.
Matillion was also able to increase the quality of inbound leads that converted into SQLs faster and more often, while driving account engagement to support their inbound and AE/SDR outreach efforts.
How they did it
Matillion equipped their sales team with the tools they needed to provide true 1:1 experiences. They broke down their accounts based on a Tier system from 1-5, and as these accounts worked their way through the funnel, the level of personalization became more significant.
Using Uberflip’s Sales Assist and demandbase integration, they created custom templates for their Tier 2 accounts, sending out four pieces of high-value personalized content in their outreach efforts. By highlighting specific pieces of content and customizing banners with personalized logos, they could engage multiple accounts across a variety of channels, including ads, email, and direct mail.
How it’s going today
Using Uberflip, Matillion was able to identify over 2400 new target accounts on their website, and added 777 MQAs. Not only did these ABM campaigns help Matillion identify these accounts, but they also influenced $1.66M in pipeline and 112 opportunities in just 3 months. On average, 25% of their closed won deals were from those target accounts, and 42% of all closed won revenue came from those same target accounts.
Their sales team saw more meetings booked and greater engagement with their content. And, as a result, over 30% of their Tier 2 accounts move through the funnel to become Tier 1.
