Seamless Integration and Quality Data
In addition to simplifying the process for the booth reps, iCapture’s automation has helped stop leads from falling through the cracks. With the direct integration, Planmeca’s leads route straight into Salesforce after capture. Then reps from various territories can follow up with prospects right away.
“It gives our reps something on a regular basis to capture leads, and that gives them more business hopefully,” says Gathman. “Then nobody gets lost or forgotten at the end of the show when you’re tired, or you’ve lost a business card, since it’s all entered digitally.”
Leak agrees that the integration into Salesforce has been crucial. He adds, “What I like about iCapture is how fast it talks with Salesforce. The second that a rep scans a lead from a show, it’s already into Salesforce. Really it’s just the ease of use, with leads going from the palm of our hands into our systems.”
Along with a secure and automated lead capture process, Planmeca has also set up questionnaires through iCapture. These questionnaires capture key qualifying information, such as product interest and timeline, in the booth. As a result, the reps following up post-show have quality information to start a conversation. This makes a difference in their reengagement because Planmeca assigns prospects by territory, not by who first captured the lead. Instead of cold calling, the assigned Planmeca reps can reach out to prospects with more relevance post-show, as if they had talked to the prospect directly at the show.
“The reps in the booth like that iCapture takes leads through a series of questions that will make it easier for the next rep that will be following up,” says Leak. “By having these questionanires in an easy format, they are basically able to capture information, almost like talking to that person before they even give them a call. I would recommend iCapture to anyone who is looking for an easy-to-use app to capture leads at trade shows or events. We have made several changes to streamline the process and make it as easy as possible for our reps attending trade shows to capture attendee information in a quick but efficient way.”