Elastic is a technology company that provides self-managed and SaaS offerings for search, logging, cyber security, observability, analytics, and generative AI. The organization works to ensure data is easily accessible and actionable through search and analytics functions powered by a collaborative ecosystem. Arlan Parry, Global Partner Manager, oversees all partner meetings for Elastic. These include smaller hosted events, large trade shows, and user conferences. 

APPROACH

Empowering Elastic with Jifflenow’s powerful capabilities

To resolve these issues, they turned to Jifflenow as a comprehensive meeting scheduling solution. To set up lead mapping and automation workflows, Adrian and Arlan worked closely with a Jifflenow solution manager at Cvent. “We met with the Cvent solution expert who right away did training for our team,” Arlan says. Within a few weeks, Arlan felt prepared to use the tool externally. He says, “What was exciting about our Jifflenow implementation was we had quite a few events we wanted to deploy it for right away.”

Arlan notes their solution manager was always ready to answer questions or help support them for their first set of Jifflenow events. These were smaller hosted events that consisted of roughly 20 meetings. “It was a great way to get our feet wet and understand the process in full,” Arlan says. “Shortly after that, we had our larger events with bigger goals for up to a hundred meetings, so it worked out perfectly.” With Arlan and Adrian at the helm, they soon felt confident in their ability to manage Jifflenow with limited support. “I could deploy the tool and manage it, make changes, all without having to go back for support, which was a pretty quick learning process,” Arlan says.

Having one tool to use across events means they’re able to create a reliable and consistent process for their sales teams. “As things change on our end, it doesn’t have to change in the tool,” Arlan shares. “That means it’s the same process, and our reps become more and more comfortable with that process as well.” He says the internal reception has been very positive. “Our rollout process was great because we added it to their SSO view, meaning they already have access to the tool,” he adds.

From there, Arlan provided guidelines and overviews to walk the team through the tool. “I feel like Jifflenow is pretty self-explanatory anyways, but we did provide some oversight for their first few meetings to ensure they knew what fields were required, what the typical SLA looked like, and so on,” he says. “So while there was a small learning curve, our reps have a level of confidence now and they understand the process with the tool."

Streamlining Elastic meeting scheduling with Jifflenow

Jifflenow simplifies meeting processes by automating scheduling and requests. Elastic uses both self-selected meeting types and inbound request forms so meetings can be scheduled directly from websites, emails, or landing pages – reducing cumbersome back-and-forth emails. Additionally, internal teams can book meetings from Salesforce, meaning they don’t need to leave the platform to successfully schedule their meetings.

Within each request, team members can access internal user profiles, availability, and specialties to schedule the appropriate expert. They can map experts by topic, product, business unit, region, or other criteria for automated processing. Requesters can also use executive briefings, meeting alerts, surveys, auto-check-ins, and enterprise-grade security within the tool.

Onsite, teams can quickly scan badges for seamless meeting check-in. Automated reminders and calendar notifications help reduce no shows, but team members can easily rebook meetings if needed. Arlan appreciates how Jifflenow’s automated workflows help reduce the potential for human error. “The ability to not have to go back and fix issues is extremely helpful for our success,” he says.

Leveraging martech integrations to optimize lead management

Post-event, marketing and sales teams rely on automated lead flows through martech integrations. “Previously, we relied on a lot of our sales teams for getting that initial information,” says Arlan. “It took time to compile it and upload it into our CRM, but with the work Adrian and the marketing ops team has done, it’s now seamless.” 

Adrian notes the integrations have been essential for enabling their internal teams. “A lot of our regional marketers don’t have access to Marketo, so they really do rely on our team to get these leads uploaded into our database and synced with Salesforce,” she explains. “So it wasn’t just the speed of leads, but really streamlining the three integrations to ensure alignment in the data flow that was essential to us."

The Marketo integration specifically facilitates the synchronization of essential lead and meeting data. This capability is crucial for building comprehensive profiles of customers and prospects, which in turn supports targeted campaigns. Automating this process saves valuable time for Arlan’s team, allowing them to manage leads more effectively and focus on strategic initiatives rather than manual data entry.

On the other hand, the integration with Salesforce provides stakeholders with real-time visibility into the impact of meetings within the sales pipeline. This immediate processing of leads ensures prompt follow-up and fosters better alignment between sales and marketing teams. By understanding how meetings influence their ability to create business opportunities, Elastic’s sales teams can refine their strategies and improve overall performance. These integrations ultimately lead to more efficient lead management, accelerated sales cycles, and increased conversions.

Since fully adopting Jifflenow, Elastic has scheduled over 350 meetings with more than 670 participants. Arlan notes feedback has been extremely positive, particularly from their leadership. “They know Jifflenow saves our team so much time,” he says. “They’re seeing how much we can do through the tool, and it gives us more visibility with our leadership.”

Having a tool that can scale with Elastic’s growth is an important factor in their decision to continue using Jifflenow. “We look forward to scaling as our organization and our meetings grow, and we need a tool that can grow with us and support us the whole way,” says Arlan. "And we’re very confident Jifflenow is that tool.” Adrian adds that as Elastic continues to use Jifflenow, they’re thrilled with how seamlessly it integrates with other Cvent solutions already in their tech stack like Cvent Registration and Splash. Arlan summarizes, “We love using Jifflenow, it saves us a ton of time, and we look forward to using it for a long time."

BACKGROUND

Truckstop.com is a leader in transportation technology and freight matching solutions. Before iCapture, they had no set system for capturing and qualifying leads, following up post-show, and measuring performance. As a result, they were losing out on countless
deals and had no clear data justification for attending shows.

Truckstop.com poured money into trade shows without a way to track leads and close deals post-show. As a result, they lost out on countless deals and needed to justify their trade show attendance.

APPROACH

Truckstop.com decided to leverage iCapture by Cvent to help support consistent lead capture across their trade shows. They outlined four primary goals, including doubling the amount of leads captured as well as imrpoving the quality of those leads. They also needed to cut follow-up time while leads were hot. Lastly, they knew iCapture would help create a consistent system for their team.

Truckstop.com was able to improve their trade show strategy by enhancing lead capture for faster follow-up and a consistent experience. evidence of each show’s effectiveness and a cohesive system to track all their leadsLeveraging Cvent's iCapture solution for efficient lead capture.

RESULTS

An impressive increase in lead generation for Truckstop.com

By relying on one consistent solution, Truckstop.com was able to access analytics for each show they attended, clearly outlining the success of each event. With iCapture, the number and quality of leads collected per event jumped by over 50%. At the past three GATS events, they have more than doubled their lead capture total. Plus, the speed of lead contacting post-show moved from weeks to hours. Now they have clear evidence of each show’s effectiveness and a cohesive system to track all their leads. 

The impact on the Truckstop.com team has been undeniable. “The thing that I like about iCapture is that it integrates with our Salesforce system, and then we can track those leads," says Jamie Boyer, Director of Marketing Services. "We can see that customer’s journey through that sales process." She adds that her team's effectiveness would have been hindered without iCapture. Jamie summarizes, "If we hadn’t implemented iCapture, I think we would still be in the dark. We would be spending a lot of money going to these shows without really having any true data of how valuable the show was.”

PRODUCTS USED