Even established manufacturers must constantly construct on their digital presence.
Simply because your organization has been round for some time doesn’t imply your prospects see you as a pacesetter or an authority. Some know this all too nicely – particularly these In aggressive industries like Truckstop.com.
Truckstop.com permits shippers, carriers, and brokers to maintain on trucking.
The corporate offers a whole suite of instruments, most notably its best-in-class load board for immediately’s trucker. A load board features as a market for shippers and brokers to publish jobs the place truckers can select a load that aligns with their wants.
Truckstop.com has been in enterprise for over 25 years. Regardless of being the primary market of its variety for shippers and carriers for thus lengthy, the corporate was dealing with elevated competitors and knew they wanted a method for solidifying their standing as a pacesetter within the trucking trade.
Truckstop.com turned to G2 to do exactly that.
Claiming a spot on the head of the pack
The crew behind Truckstop.com knew that they’d product and have been assured that their clients might show it to the world. For SaaS firms seeking to faucet into certified software program patrons, G2 is the very best market to harness the ability of peer validation.
However whereas it was vital for the corporate to ascertain itself as a pacesetter, they have been additionally targeted on the final word objective: buying extra patrons.
Steve Diogo
Director, Demand Gen and Content material at Truckstop.com
After establishing a G2 profile, Truckstop.com started to prioritize their presence on G2. A few of their advertising and management groups noticed G2 as a fantastic lead technology instrument however knew that was contingent on build up opinions. Truckstop.com quickly realized that gathering high-quality, genuine opinions takes time.
Just a few months and several other evaluation technology campaigns later, the crew at Truckstop.com began exploring new choices to speed up their evaluation technology. The crew was rising quick with a good bandwidth to handle one-off evaluation technology campaigns was turning into a problem. It turned clear that the crew had some challenges to beat, so that they began exploring their choices for automation.
Challenges
- Scale buyer evaluation outreach with restricted bandwidth
- Increase their model presence on G2 to face out in a crowded market
- Purchase extra certified leads straight via their G2 profile
- Make the most of the voice of the shopper to double down on their worth proposition
Accelerating evaluation assortment with Pendo
G2 companions with 40+ firms to assist software program distributors maximize G2 to its fullest potential.
Truckstop.com was already leveraging considered one of G2’s companions, Pendo, for in-app messaging to their clients. They quickly realized that they may additionally make the most of Pendo to request and seize opinions from their clients proper of their product.
Be taught extra concerning the G2 Overview Assortment + Pendo Integration.
Seize G2 Opinions by assembly your clients the place they already are: your product. Construct a constant suggestions assortment technique with out the raise of solicitation campaigns.
Assembly patrons the place they’re most energetic
Pendo triggers a evaluation request with a visible overlay when customers are most energetic. As an alternative of directing a consumer to G2 to submit a evaluation, Pendo permits them to submit their suggestions straight in your product in the meanwhile the place they’re probably the most engaged.
Submitting a evaluation via Pendo additionally removes a layer of friction from the evaluation course of. If a consumer opts to fill out a evaluation through Pendo, they don’t need to create a G2 account or use G2’s social login choices to submit their evaluation. The reviewer additionally nonetheless has the choice to submit their evaluation anonymously.
Truckstop.com quickly realized that implementing Pendo not solely gave them “at all times on” performance to drive extra opinions, nevertheless it opened up a number of different advantages.
Favoring authenticity over a concern of automation
Many firms are hesitant about automating evaluation assortment because it leaves them open to receiving detrimental opinions. Truckstop.com knew this was attainable, however the crew was open to welcoming that uncertainty.
In truth, opening up for detrimental opinions is healthier for a model in the long term. Authenticity is the secret for customers to truly belief the opinions they learn, and that may’t occur if the opinions are good.
Danielle Walsh
Content material & E-mail Advertising and marketing Supervisor at Truckstop.com
With all the items in place, Truckstop.com activated the Pendo integration in early October 2021. The plan was to set off evaluation requests for customers who have been energetic for no less than 30 days. This was to present customers sufficient time to get a really feel for the load board so they may share extra trustworthy and correct emotions about it.
And from there, the opinions (and badges) rolled in.
Why Pendo was a recreation changer for Truckstop.com
With the Pendo integration activated and opinions pouring in at a quicker charge, the Truckstop.com crew was starting to see some good outcomes. Extra importantly, they have been seeing constructive motion in direction of reaching their different objectives.
Truckstop.com earns its first-ever G2 Chief badge
Each vendor needs that coveted high spot of their goal software program classes. Growing their variety of opinions at a constant tempo meant extra buyer suggestions for Truckstop.com on G2, they usually quickly earned their first-ever G2 Chief badge. What’s higher is that they have been capable of keep on high for each the Spring 2022 and Summer time 2022 G2 Grid Studies.
Now that they’d rightfully earned the highest spot, how did their place on G2 feed into their different objectives?
Buying extra leads and empowering conversions
Previous to activating Pendo, the crew at Truckstop.com weren’t seeing the outcomes they initially anticipated by way of lead assortment on their G2 profile.
However, after just a few months of gathering opinions at their new accelerated tempo, their month-to-month leads elevated. And since these leads have been already researching Truckstop.com on G2, they have been extremely certified and more likely to transform.
Walsh explains, “G2 is a very nice useful resource for us to attach with that extra certified purchaser who’s additional down the funnel of their gross sales journey than our different advertising efforts can present.”
Welcoming good and constructive opinions for steady development
Past new leads, producing opinions at this scale was additionally offering Truckstop.com with extra details about their clients than ever earlier than.
Identical to how consumer surveys may be crucial to enhancing merchandise and understanding clients, constructive suggestions from G2 opinions could be a nice useful resource for product groups. G2’s opinions have a construction that will get as in-depth as attainable to actually perceive consumer sentiment a few product.
Danielle Walsh
Digital Advertising and marketing Program Supervisor at Truckstop.com
For instance, Truckstop.com had a cell app that the crew knew wanted some enhancements in direction of the start of 2022. Utilizing a number of the suggestions from constructive opinions, the crew rolled out a brand new cell app in April of the identical 12 months that places the most recent model in a significantly better place.
How extra opinions translate to extra leads with G2
Earlier than activating Pendo throughout the Truckstop.com web site and app, Truckstop.com had roughly 30 opinions after their first 12 months with G2 and hovering across the #13 spot for Freight Administration, their goal software program class.
Quick ahead to Spring 2022, and Truckstop.com is in a a lot completely different place. Only a few months after turning on Pendo, the impression turned clear.
Truckstop.com just isn’t solely #1 on the Grid for each of their goal software program classes, however they’ve seen a 150% improve in month-to-month leads from G2. They usually attribute a lot of that success to the Pendo integration. Over 92% of their evaluation quantity, a complete of 124 opinions have been straight sourced from Pendo, and 76% of these opinions have been 4-stars or larger.
150%
improve in month-to-month leads from G2
124
opinions from Pendo, accounting for 92% of complete evaluation quantity
76%
of opinions have been 4 stars or larger
They usually’re not stopping there. Walsh says, “I feel that is going to be simply the beginning of one thing actually nice for us.”
Able to ship your corporation into excessive gear and change into a G2 Chief? Learn to drive extra income with G2 Advertising and marketing Options.
