MoEngage
What is MoEngage?
MoEngage is an insights-led customer engagement platform trusted by 1,350+ global consumer brands, including McAfee, Flipkart, Domino’s, Nestle, Deutsche Telekom, and Coca-Cola. MoEngage combines data from multiple sources to help brands gain a 360-degree view of their customers. For over a decade, consumer brands in 60+ countries have been using MoEngage to power digital experiences for over a billion monthly customers.
What was the problem you were facing?
Like most companies right now, we were experiencing a mid-funnel problem where the leads were coming in, but they were not generating opportunities quickly enough. So we asked ourselves, what are other avenues apart from direct discovery calls from the sales team that we can use to give our prospects hands-on experience with our demo environment?
Why interactive demos?
We had a few mid-funnel assets but they weren’t very interactive. We had GIFs, but those could not fully relay the touch and feel of the product. We evaluated several tools in the market including Navattic and Storylane. We primarily evaluated ease of use, integrations with Segment and Hubspot, and demo engagement analytics. The time-to-launch was very quick and customer success was paramount to building my learning of the Navattic platform as well as industry best practices (e.g., What are the other benchmarks other companies are utilizing? And what about the distribution efforts?).
What were some of the biggest lessons learned with demo building?
Our customer success manager helped us identify demo distribution channels and refine our strategy – for example, by helping us create a form that now sees a 40% form completion rate. We had little success with the form on step 1, but our CSM suggested moving it to step 2, where it could capture visitors who had already begun exploring the product.
What are some results you have seen since implementing Navattic?
We rolled out in phases: We started by using demos in North American sales cadences, then in our RFP documentation. After receiving positive feedback, we started embedding them on top-performing product pages, where the leads started coming in.
Using Navattic’s Account-Based Engagement data, we identified a couple opportunities that had spent the most time in our demos: One account had 3 decisionmakers collectively spend 38 minutes in our demos.
They were clearly evaluating our product through the Navattic demos. Overall, prospects spend more time in our demos compared to other assets we have - whether it’s ebooks or case studies, those numbers would be at max 4-5 minutes, but nothing like the 12-15 minutes average range we saw with demos.
What were the problems you ultimately fixed with Navattic?
In the past, whenever we present an RFP, a good 15 to 20 minutes is spent introducing the company and our product. We now encourage prospects to explore an ungated product demo before our call, which gives us back 20 minutes during the call to talk about the actual problems that we were going to solve. Many prospects evaluate 3-4 vendors at a time, and give each vendor about 30 minutes to present their product.
By sharing demos beforehand, we can track what content a prospect has seen and optimize our presentation accordingly.
Now, almost all of our prospects check out the demos and come to the RFP call prepared for a deeper conversation about the problem they’re facing.
What are some other ways you currently use Navattic?
We ran a DIY (“do it on your own time and at your own pace”) campaign, where we created landing pages to highlight industry-specific use cases with demos.
Demos have also been added to the resources section of our website, where they have permanent status alongside our other highest-converting resources (a benchmark report and a use cases deck).
Now there’s a permanent space for interactive demos because that’s how high the consumption has been.
Lastly, we present our demos on iPads at a booths whenever we have in-person events, which are an important source of leads for us. We capture attendees’ intent and contact information by offering to send them a direct link to the demo, which many people request. While they're there on the iPad, our solution consultants are also nearby to start talking about the use cases.
How do you plan to continue using Navattic?
We set up Slack notifications to alert SDRs whenever visitors fill out a form in a Navattic demo. Within ten to fifteen seconds of their demo engagement, an SDR has been assigned to reach out to them. All our product marketing and digital marketing managers also have access, so they can track how much time leads have spent in demos and relay this information to SDRs.
What words of wisdom would you share with someone considering Navattic?
I think everyone should go for it. Two main value adds are the customer success and support, and the intuitive UI.
There are many interactive demo tools in the market today, a major key to our success with Navattic is their customer success.
From being very hands-on while we published our first few demos to actually reviewing our entire sales and automation process to see where Navattic can plug in, customer success made the whole process seamless. We are a multinational company and I am based out of India. Nonetheless, the team is very responsive to email and has always been able to support me at different times of day. Companies all across the globe can use Navattic.
It felt like there was an inner joy or a child within me when I was building my first few demos.
My second point would be the UI – I really love the UI. I could change a few HTML elements in my Navattic Captures without editing my live demo environment. Let’s say you're selling to a company in the UK and need to change “USD” to “GBP”. I can just edit a few elements and I'm ready to launch demos in a new market. So really good, phenomenal UI.