Zoom helps Contentsquare accelerate its sales cycle and maintain contact with customers

Contentsquare supports organizations of all sizes and in all sectors to deliver better online customer experiences to their users. In total, Contentsquare has 1,800 employees and 17 offices worldwide, including Paris, London, New York, Munich, Tel Aviv, Tokyo and Singapore. With teams in Europe, Asia, and America, Contentsquare’s employees are used to communicating and staying connected from a distance.

Its AI-based digital experience analytics platform transforms behavioral data based on users’ intentions and emotions into recommendations at every stage of their online journey (web, mobile, and apps). It also contributes to the digital transformation of businesses and the enhancement of customer confidence by strengthening security, confidentiality, and digital accessibility. Contentsquare’s technology is deployed on over a million websites worldwide, with customers in a wide variety of sectors, including retail, banking, insurance, telecommunications, B2B, travel and hospitality, media, and the public sector.

Contentsquare had already largely integrated remote work before the pandemic. As Geoffrey Vion, Vice President of Marketing in EMEA, points out, they were already a hybrid company by nature, so saw the opportunity to implement a new system. The company was already using videoconferencing before the pandemic and had chosen Zoom for its ease of installation and use.

Driving sales with Zoom

Using Zoom has enabled Contentsquare’s sales teams to accelerate their sales cycle and foster connections with prospects and customers by enabling them to meet more quickly and frequently. The initial discovery appointment can be done virtually without wasting time traveling.

Before the pandemic, Contentsquare salespeople were limited to two appointments a day due to travel time. With the adoption of videoconferencing, this constraint has been lifted. , Now, salespeople can efficiently manage their schedules and choose in-person meetings when necessary.

Geoffrey believes in maintaining face-to-face meetings, as human contact is key to forging bonds and building customer loyalty. Meeting customers should be done at key moments in the relationship, not as a matter of course. “This is the lesson we learned during the pandemic, and it has now been fully integrated into our sales practices.”

Growing ROI with Zoom Webinars

Contentsquare has also evolved its marketing levers by continuing to digitalize its practices, in particular by emphasizing personalized emailing, online paid offers, and webinars. In the case of webinars, the results are clear: the ROI of online events is twice as high as that of any other marketing action, and even three times higher than that of 100% face-to-face events. The share of webinars in marketing activities dedicated to acquisition has risen from 1% in 2019 to 8% today in France.

“Today, almost all our events take place in hybrid mode,” added Geoffrey. “Programs that used to take several months to organize can now take place very quickly, and obviously it’s even easier to internationalize them with speakers all over the world on Zoom.”

Contentsquare takes advantage of Zoom Events and Webinars functionalities, such as recording sessions, polls, chat, and breakout rooms. All of the company’s meeting rooms are equipped for video communication, enabling nearly 2,000 employees to work flexibly. Everything is integrated: in addition to desktops, all meeting rooms have digital whiteboards, Zoom Rooms, and a tablet outside the room with a scheduling display for booking. This format has the flexibility employees need to participate in hybrid meetings with co-workers connecting from different countries, at the office or at home. The result is smooth, easily accessible, and coordinated working for all. In addition to productivity, the size of the screens and the quality of the equipment ensure a top-notch experience and exchange, strengthening the bonds between employees.