Health benefits experience platform League poised for market leadership with Salesforce
“With Salesforce, we can achieve greater success and stay nimble.”
League thinks bigger and acts quicker with Salesforce.
Salesforce has played a key role in enabling League to win new business with high-profile brands. “To scale up, we needed a partner that was like us - both adaptable and agile,” said Evan Little, Director of Growth, League. “With Salesforce we've been able to scale a level of personalization and digitization never before seen in our industry.”
Since deploying Salesforce in 2016, League has gone from strength to strength. In Q1 2018, it saw a ten-fold increase in new customer signings compared with the same period in 2017, and in Q1 2019 hit a new high, winning new customers with thousands of employees. “Sales Cloud is a single source of truth for the sales operations team,” said Steve Dinner, Director of Business Development and Sales Operations at League. “It provides insights into deal status as well as key metrics, such as the velocity of the sales cycle, which helps us identify trends and make better decisions.”
Smarter marketing triples lead conversion.
Nurturing larger businesses requires a multi-channel approach that goes beyond the standard sales outreach playbook. League is leveraging direct mail, dynamic landing pages, events, and personalized advertisements, to name a few, to open the door at new accounts. League uses Pardot to track these different activities with prospects and to measure their contribution to getting a deal over the finish line. “We feel we’ve cracked the code when it comes to account-based marketing,” said Little. “With Salesforce, we’re not just landing more business, we’re landing it twice as fast.”
Sales reps can also push out email communications to prospects in a shorter timeframe. “With Pardot, templates are dynamically customized in a matter of seconds,” explained Little. “Every rep can run a personalized campaign for every account automatically.”
Personalization increases member engagement.
League uses Marketing Cloud to create personalized journeys for members that encourage them to take advantage of the features and products it offers in its web platform and app. “With Marketing Cloud, we’re able to improve our engagement metrics across various member segments while increasing automation that enables us to scale,” said Jessica Gale, AVP of Member Engagement at League. “By targeting members with dynamic content that aligns with their interests, we have increased engagement in our lifestyle programs by 150%.”
To ensure its members enjoy a seamless experience, League uses Service Cloud to capture in-bound queries from employees and employers’ human resources teams. “The cost and complexity of providing health benefits is increasing for both employees and employers,” said Henry Hayes, Director of Customer Care at League. “Our approach eliminates that fragmentation and frustration.”