LiveIntent Success Story

LiveIntent, the only real-time display ad platform for email, doesn’t like to miss out on an opportunity. Email advertising itself is a huge, untapped market that could reach $11 billion if revenue grows to the level of online display ads. LiveIntent provides advertisers a way to easily deliver and track targeted display ads to large groups of consumers in email. On the other side of the coin, publishers can sell ad space in their emails themselves or through an exchange, which fetches higher prices and results in more revenue and sell-through. LiveIntent also supports mobile devices, making it easier to reach consumers.

The Problem: Presenting LiveIntent’s Platform and Tracking Interest

LiveIntent solves a simple problem: how to buy and sell email ad inventory as efficiently as web display. But with such a powerful and complex product, LiveIntent needed to present it elegantly and seamlessly. Since LiveIntent’s product lives in email, presenting to customers can’t easily be done with just a demo. Presentations needed to demonstrate both examples of customer email campaigns, through a series of screen shots, as well as the back-end technology, through screen sharing. LiveIntent would need to switch between slide decks and demos effortlessly, without technology getting in the way. Once the customers were on board, LiveIntent needed to collaborate with them on campaigns, as well as walk them through reporting, mockups, trouble-shooting and other key features of the LiveIntent dashboard.

To warm up prospects, LiveIntent emails presentations. They want to track who was opening their presentation and what they lingered on so that they could follow up with the most interested prospects and tailor their presentations based on what the prospect viewed. As an advocate of mobile email marketing, LiveIntent knew it needed to find a sophisticated solution to send email pitches and presentations to customers that could be opened and read on any mobile device – even BlackBerrys – without the recipient opening an email attachment.

The Solution: A Platform That Adds Science to the Art of Selling

LiveIntent ultimately chose CrunchConnect by SalesCrunch, the first presentation platform built just for sales that allows users to present in a seamless, download-free interface, and measure results in real-time to help close deals faster.

With CrunchConnect, LiveIntent was able to:

• Switch between presentations and demos fluidly. LiveIntent uploads its slides, screenshots, and other presentation materials as easily as adding a photo to Facebook and then switches back and forth between presentations and screen sharing for demos.
• Collaborate with customers. With all the communication required for ad operations, LiveIntent also uses CrunchConnect to collaborate with existing customers and partners on tracking, reporting, and the ads themselves using screen sharing and presentation features. Because CrunchConnect provides a true online meeting room, LiveIntent is able to have multiple people run presentations, as if they were all in a brick and mortar conference room. CrunchConnect also records meetings, which enables everyone – from the CEO to the representative that had closed sale – to see how the relationship is being managed.
• Email trackable links instead of attachments. When LiveIntent emails presentations before meetings, they are able to track each slide viewed intelligently to measure customer engagement.
• Key insights in meetings. CrunchCrunch allows LiveIntent to monitor when meeting attendees are paying attention and when they are losing interest so they can refocus their pitch.
• Automatic sync to Salesforce. “We live in Salesforce, so CrunchCrunch integration with Salesforce is absolutely critical to us,” said David Hendricks, Chief Operating Officer.
  SalesCrunch automatically adds leads, contacts and activity to Salesforce making it easier to manage customer relationships and touch points.

“LiveIntent moved from GoToMeeting to CrunchCrunch, and we are loving it. CrunchCrunch helped us close several new customers and partners like CBS Interactive, The Washington Post and Cooking.com in the first few months alone. I also used CrunchConnect to manage my internal fund raising process for the $8 million Series B financing we just announced, and it was a huge help,” said Matt Keiser, LiveIntent’s Founder and CEO.

According to Keiser, SalesCrunch helped LiveIntent exceed its ambitious goals in 2011 and will be the platform that powers its success in 2012 as well.