The analogy Matt uses for the impact of Drift is a familiar one to anyone in marketing and sales, “If you’re at a tradeshow and 3,000 people walked by your booth, but you only got to speak to 10, wouldn’t you like to be able to speak to 10 times that, or 30 times that? That’s what Drift has allowed us to do.” Matt shares, “We saw results quickly. All of a sudden, the SDRs were telling me, we can’t live without this thing.’”
Matt summarizes the value of Drift by sharing, “Really, you could pick any metric that you wanted, we were able to see some positive impact. It’s offsetting our previous form fill process, and now through Drift, people are getting answers right away. Drift has been able to handle a ton of traffic. As a result, we’ve now launched it globally. We have SDR coverage across the board.”
Through the Drift platform, Matt has transformed Tenable’s lead generation and SDR engagement strategy, and as a result, is engaging with CISO buyers, on their terms. And for Matt, Tenable’s journey to delivering better leads to SDRs faster has also been a journey in modernizing their approach to marketing:
“No matter how many times somebody fills out your forms, goes to a webinar or does all of this other stuff, it becomes a black hole on the backside. If you’re not able to talk to them immediately, then there’s a good chance you’re never going to talk to them. We are having so many more conversations in an environment that’s becoming harder and harder to reach people. When people are raising their hands, we’re actually there to listen, something we couldn’t do prior to Drift.”
By using Drift Automation, Matt has helped make sure these conversations happen with lightning speed, to help Tenable’s value become obvious – even to the busiest CISO.