Citrix took the videos and deployed them two ways,
1) they dripped them out with their internal automated tool to their past leads in sequence to bring those deals back to life and
2) they oriented the sales team on the use of the campaign and got them to use these videos at each stage of the sales process to help nurture each cycle and move the sales cycle from one step to the next.
The outcome was that the sales efforts for Netscaler were better organized making sales more likely and improving the overall close percent on the leads being delivered. The team had everything they needed to communicate the product at every stage of the sales cycle making their sales cycles more efficient, ensuring the right follow-up was happening at the right stage and improving the overall customer experience.
