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How Navicure boosts lead gen by 11% since switching to ON24

About Navicure

Product: ON24 Webcast Elite

Use Case: Demand Generation

Industry: Technology

Introduction

Since switching to ON24 from a Cisco legacy webinar tool, Navicure has solidified their webinar program as a top lead-generator. Follow-up requests from webinars are up an impressive 11%, helping deliver more leads, opportunities, and pipeline to their sales teams.

Product: ON24 Webcast Elite

Use Case: Demand Generation

Industry: Technology

Since switching to ON24 from a Cisco legacy webinar tool, Navicure has solidified their webinar program as a top lead-generator. Follow-up requests from webinars are up an impressive 11%, helping deliver more leads, opportunities, and pipeline to their sales teams.

Problem

Growth stalled by unreliable meeting tool

For Navicure, the leader in integrated cloud-based healthcare revenue cycle management (RCM) solutions, an experience with a webinar is often the very first impression a healthcare provider has with the brand. While the Navicure webinar program performed well over the years, shifting business goals caused the team to reassess the current state of marketing programs and technologies and spurred them to identify new ways to generate demand for sales.

Unfortunately, they realized their legacy webinar tool limited the growth potential for Navicure by capping the the number of webinar attendees — not to mention the unpredictable outages and glitches. Not wanting to stall growth or risk a poor first impression, Navicure set out to find a solution.

Solution

An integrated, dependable platform sets Navicure up for success

While researching for a new webinar solution, three criteria surfaced as the most important for the Navicure team: a dependable, scalable technology; platform integration with current marketing tech stack: and ongoing tech and platform support.

  • Dependable technology that scales. The Navicure team had mastered the art of driving webinar registration, but with the potential of 3,000+ attendees every webinar, they couldn’t afford anything less than a flawless streaming experience. With ON24, Navicure finally felt assured they were putting their best foot forward each webinar. By removing the concern of maxing out attendee count, ON24 helped Navicure scale with confidence.

An integrated, dependable platform sets Navicure up for success

While researching for a new webinar solution, three criteria surfaced as the most important for the Navicure team: a dependable, scalable technology; platform integration with current marketing tech stack: and ongoing tech and platform support.

  • Dependable technology that scales. The Navicure team had mastered the art of driving webinar registration, but with the potential of 3,000+ attendees every webinar, they couldn’t afford anything less than a flawless streaming experience. With ON24, Navicure finally felt assured they were putting their best foot forward each webinar. By removing the concern of maxing out attendee count, ON24 helped Navicure scale with confidence.
  • Seamless integration with Marketo and Salesforce. With the previous tool’s lack of marketing automation and CRM integration, the operations team spent hours manually uploading data between systems. On top of that, the sales team also had minimal visibility into the webinar leads which hindered sales follow-up. With ON24’s seamless integrations, Navicure now passes webinar data instantly into Marketo, automating attendee follow-up and campaign ROI tracking. Additionally, the webinar attendee engagement data passes directly into Salesforce making it easy for sales reps to follow up with meaningful talking points.
  • Support when they need it. In the event there was a tech question or concern, Navicure felt confident in ON24’s 24/7 support offerings via chat, email, or phone. A dedicated Customer Success Manager provided Navicure with ongoing webinar strategy brainstorming sessions to help them continue to level up their webinar programs.

Results

Sales follow-up requests up 11% since switching to ON24

Since switching and incorporating ON24 fully into the marketing tech stack, Navicure is happy to report their webinar program is a top-performing lead generator. They’ve successfully hit their goals in a market-share environment where it’s been increasingly difficult to move the needle.

  • Increased webinar registrations by 26% and webinar attendance by 15%. Not only are more prospects signing up for their webinars, but more are showing up since switching to ON24.
  • Boosted sales follow-up requests by 11%. Webinar attendees have become increasingly interested in learning more about Navicure’s products and services. They’ve boosted company inquiries by 11% generating more leads, opportunities and pipeline.

“Thanks to ON24, our webinar channel is now one of our top lead generators!”

Dorothy Milazzo
Sr. Marketing Manager

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