THE COMPANY: APPERIAN Apperian is the leading enterprise-class mobile application management (MAM®) and security platform for the delivery of critical apps to 100% of users across an organization. Apperian provides fine-grained security and dynamic policy controls at the individual app level for deployments where mobile device management approaches are not possible or desired, such as BYOD, contract workers and other unmanaged devices. The company has helped IT and line of business professionals secure and deliver more than 1.7 million enterprise apps to organizations such as Maxim Integrated Products, NVIDIA, Nationwide, New Balance, and the U.S. Department of Homeland Security.

40% INCREASE IN ACCOUNTS UPDATING

PAYMENT INFORMATION

30% INCREASEIN LEADS CONVERTED FROM

ORGANIC SEARCH

15% INCREASE IN USER ADOPTION OF KEY

ONBOARDING ACTIONS

“Using Evergage, we have been able to target relevant content and messages throughout the customer lifecycle, from our website to our SaaS product, to generate more leads and improve retention.”

- Gary Smith Director - Marketing Mindflash

THE COMPANYMindflash is a leading online platform for employee and customer training. Its cloud-based platform and powerful design allow businesses to more easily create and manage critical company training programs. The company has over 1,000 customers including McDonalds, Microsoft, Lufthansa and Four Seasons Hotels and Resorts.

CASE STUDY

Improved Conversion & Renewal Rates Throughout

Customer Lifecycle

THE CHALLENGETaking a holistic view of the customer journey, Mindflash wanted to

optimize each person’s entire experience with the company. This

experience begins when someone first lands on the Mindflash site,

and continues as he or she signs up for a free trial, becomes a paying

customer, and then receives ongoing customer communications.

Mindflash experienced distinct challenges at each stage of the

journey, namely how to:

• Maximize the value of existing marketing campaigns

• Increase the number of leads generated from the site

• Ensure free trial users understand the value of the product so they convert into paying customers

• Help customers continue to receive value from the product

• Engage customers when they won’t respond via traditional methods of communication

THE SOLUTIONWith Evergage’s ability to track visitors from anonymous to named

users, and follow them through to a logged-in SaaS environment

(even monitoring them at the account level), Mindflash was able to

deliver relevant experiences to select audiences and key individuals

throughout the entire customer lifecycle.

Mindflash harnessed the power of multi-channel, real-time

personalization to more effectively use its marketing site to drive

leads, engage users within its free trial, and better communicate

with its customers through in-app messaging.

THE RESULTS

IMPROVING DEMAND GENERATION

On its public marketing site, Mindflash focused its efforts on the unique needs of visitors that arrived from different campaigns and traffic sources.

For example, the company has hundreds of pages collecting traffic from organic search. While these pages were educational, they were not converting at desired targets. Mindflash used Evergage to offer additional relevant content to visitors based on the context of the page. The company was able to use Evergage to test each campaign on a smaller scale before rolling it out to all pages. As a result of this campaign, the company achieved a 30% increase in leads converted from organic search visits.

INFO@EVERGAGE.COM | 1-888-310-0589 | EVERGAGE.COM

Mindflash also targeted specific campaigns for its paid search landing pages. Each landing page was associated with a specific Adwords campaign and included a CTA suggesting a free trial. After learning that some visitors want to try the product themselves while others preferred to be walked through the interface by a salesperson, Mindflash tested an exit message to suggest a demo rather than a trial to visitors who started to leave the page without filling out the form. With some campaigns, the company achieved a 10% lift in lead conversions vs. control.

Relevant content is provided to visitors based on their referral source

About Evergage Evergage’s cloud-based platform empowers digital marketers to increase engagement and

conversions of their visitors and users through real-time 1:1 personalization based on deep

behavioral analytics and customer data.

INFO@EVERGAGE.COM | 1-888-310-0589 | EVERGAGE.COM

CONVERTING FREE TRIALS

Driving a prospect to take a free trial is a key goal for the Mindflash marketing team. Once a prospect has decided to take a free trial, Mindflash must encourage him to complete certain steps in order to improve adoption and increase the chance that he will convert to a paying customer.

A key value in the Mindflash solution comes from users creating their own training courses. However, only some of Mindflash’s free users upload their own files to begin creating courses. To demonstrate the value to the remaining majority, Mindflash wanted to encourage free users to try out its sample courses. By providing in-app messaging in-the-moment to free trial users, it was able to increase usage of sample courses by 15%.

DRIVING CUSTOMER SUCCESS

Mindflash wanted to accelerate product usage by informing users of key features that they may appreciate while they were logged in. The company used Evergage to segment and target certain groups based on how they used the product and presented them with relevant, helpful hints and tips. For instance, Mindflash knew that when users created a training “series” – from existing courses – they are more likely to see greater value in the solution. Through Evergage’s integration with Salesforce, Mindflash was able to identify and target users at the appropriate plan level with enough courses to create a series (but who had not yet done so) with a message about the benefits. Through this campaign, Mindflash achieved a 21% increase in users creating a series.

Finally, reaching out to customers when their bills were past due was a frequent challenge for Mindflash, as it is for many subscription-based companies. Also through the integration with Salesforce, the company was able to identify which accounts had missed a payment and were in a “grace” period. Mindflash used in-app messages to remind those customers that they needed to update their payment information, or they would lose access to Mindflash features. Through this initiative, Mindflash was able to get 40% of these accounts to update their billing information and keep their accounts in good standing.

In-app messages help free trial users find value in the Mindflash solution In-app messages help Mindflash communicate with users in “grace”