Even established manufacturers have to 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 frontrunner or an authority. Some know this all too effectively – particularly these In aggressive industries like Truckstop.com.

Truckstop.com allows shippers, carriers, and brokers to maintain on trucking.

The corporate supplies an entire suite of instruments, most notably its best-in-class load board for as we speak’s trucker. A load board features as a market for shippers and brokers to put up 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 type for shippers and carriers for thus lengthy, the corporate was going through elevated competitors and knew they wanted a method for solidifying their standing as a frontrunner within the trucking trade.

Truckstop.com turned to G2 to just do that.

Claiming a spot on the head of the pack

The group behind Truckstop.com knew that that they had a great product and have been assured that their prospects might show it to the world. For SaaS firms trying to faucet into certified software program consumers, G2 is one of the best market to harness the facility of peer validation.

However whereas it was vital for the corporate to determine itself as a frontrunner, they have been additionally centered on the last word aim: buying extra consumers.

“We’re in a highly competitive and very segmented industry. For overall lead generation and conversion, peer validation is critical.”

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 marketing and management groups noticed G2 as an important lead technology instrument however knew that was contingent on increase evaluations. Truckstop.com quickly discovered that accumulating high-quality, genuine evaluations takes time.

A number of months and several other evaluation technology campaigns later, the group at Truckstop.com began exploring new choices to speed up their evaluation technology. The group was rising quick with a decent bandwidth to handle one-off evaluation technology campaigns was turning into a problem. It turned clear that the group 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 immediately by way of 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 partners 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 prospects. They quickly discovered that they may additionally make the most of Pendo to request and seize evaluations from their prospects proper of their product.

Study extra in regards to the G2 Review Collection + Pendo Integration.

 

Seize G2 Critiques by assembly your prospects the place they already are: your product. Construct a constant suggestions assortment technique with out the elevate of solicitation campaigns.

Assembly consumers 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 person to G2 to submit a evaluation, Pendo permits them to submit their suggestions immediately in your product in the intervening time the place they’re essentially the most engaged.

Submitting a evaluation by way of Pendo additionally removes a layer of friction from the evaluation course of. If a person opts to fill out a evaluation by way of 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 evaluations, but it surely 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 adverse evaluations. Truckstop.com knew this was attainable, however the group was open to welcoming that uncertainty.

In actual fact, opening up for adverse evaluations is best for a model in the long term. Authenticity is the secret for customers to really belief the evaluations they learn, and that may’t occur if the evaluations are excellent.

“I like getting that true number. I don’t want to come on to G2 and have a 5-star rating because that just looks fake across the board.”

Danielle Walsh
Content material & Electronic mail Advertising 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 a minimum of 30 days. This was to offer 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 evaluations (and badges) rolled in. 

Why Pendo was a sport changer for Truckstop.com

With the Pendo integration activated and evaluations pouring in at a quicker fee, the Truckstop.com group was starting to see some good outcomes. Extra importantly, they have been seeing constructive motion in the direction of attaining their different targets.

Truckstop.com earns its first-ever G2 Chief badge

Each vendor needs that coveted prime spot of their goal software program classes. Growing their variety of evaluations 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 in a position to keep on prime for each the Spring 2022 and Summer season 2022 G2 Grid Reports

Now that that they had rightfully earned the highest spot, how did their place on G2 feed into their different targets?

Buying extra leads and empowering conversions

Previous to activating Pendo, the group at Truckstop.com weren’t seeing the outcomes they initially anticipated when it comes to lead assortment on their G2 profile.

However, after just a few months of accumulating evaluations 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 extremely 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 and marketing efforts can present.”

Welcoming good and constructive evaluations for steady development

Past new leads, generating reviews at this scale was additionally offering Truckstop.com with extra details about their prospects than ever earlier than.

Identical to how person surveys might be vital to enhancing merchandise and understanding prospects, constructive suggestions from G2 evaluations could be a nice useful resource for product groups. G2’s evaluations have a construction that will get as in-depth as attainable to really perceive person sentiment a few product.

“G2 gets us that constructive feedback that other channels don’t, and it’s detailed enough that we can really take action from it. That’s really helped us improve our products.”

Danielle Walsh
Digital Advertising Program Supervisor at Truckstop.com

For instance, Truckstop.com had a cell app that the group knew wanted some enhancements in the direction of the start of 2022. Utilizing a few of the suggestions from constructive evaluations, the group rolled out a brand new cell app in April of the identical 12 months that places the most recent model in a a lot better place.

How extra evaluations translate to extra leads with G2

Earlier than activating Pendo throughout the Truckstop.com web site and app, Truckstop.com had roughly 30 evaluations 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 affect turned clear.

Truckstop.com is just not 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 evaluations have been immediately sourced from Pendo, and 76% of these evaluations have been 4-stars or increased.

150%

increase in monthly leads from G2

124

reviews from Pendo, accounting for 92% of total review volume

76%

of reviews were four stars or higher

And they’re not stopping there. Walsh says, “I think this is going to be just the start of something really great for us.”

Ready to send your business into high gear and become a G2 Leader? Learn how to drive more revenue with G2 Marketing Solutions.

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