Case study

Jenji Scales Their Acquisition Funnel with Webinars

Jenji is an expense management service destined to collaborators from companies of all sizes and based on Artificial Intelligence.







Use case

Product Demos

What is Jenji

Jenji is an expense management service destined to collaborators from companies of all sizes and based on Artificial Intelligence. Jenji offers a mobile and desktop experience that facilitates all the steps of managing expenses, from scanning the bill to passing it as an accounting entry.

  • The collaborator takes a photo from his receipt, Jenji's optical character recognition automatically extracts all the relevant data (sum total without taxes, VAT structure, country, currency, date, category, payment method used...)
  • Jenji imports the data, transfers and analyses each expense in seconds. The collaborator is now free to throw their bill or ticket away.
  • The expense analysis allows for financial optimizations.
  • Jenji automatically creates the accounting entry, and connects it to the company's accounting ERP and relevant enterprise softwares.

Product discovery thanks to webinars

The Jenji team uses Livestorm webinars to present their product and its features. The session is dedicated to prospects who, for the most part, haven't seen the application in action. These sessions last 30 minutes including the Q&A session in the end between the Jenji team and participants. Jenji currently runs them on a bi-monthly basis.

Webinars are an efficient way to develop our company branding and reputation, while showcasing how our product solves the common issues in expense management.

The sales team can then choose to make personalized demo calls with the most qualified prospects, or the ones who engaged the most with the webinar's content. This allows to filter leads and only add qualified contacts to the sales pipe.

An ever-evolving process

Maude and the Jenji team aren't beginners when it comes to webinars. Indeed, webinars have been a part of their acquisition strategy almost from the beginning. For that, the team have tried several different webinar software before finally decide to use Livestorm.

We chose Livestorm because the platform is clean and intuitive. This makes Livestorm easy to use for orgnanizers/hosts and participants to our webinars.

For Jenji, it's the "interactions" section that makes all the difference. To have the chat, the questions and polls accessible in a separate section of the wevibinar room makes it extra clear. It leaves the center stage open for the webcams and screensharings.

Today, all the upcoming webinars are displayed on the Jenji website. They also promote their upcoming sessions through social media to give them more visibility. Finally, Jenji manages registrations with their own software, that they integrated with Livestorm.

Webinars, an integral part of the acquisition funnel

Webinars are useful to capitalize on the sales team's prospection work. Because of Jenji's growth, the number of leads they had to address each week keeps growing, leading the team to look for an alternative to systemic, personalized sales calls.

The scalability of the webinar format helps us address a larger number of prospects without having to multiply resources.

The objective is thus to enlarge the top of the acquisition funnel for Jenji, while increasing conversion at all levels.

Simply attending a webinar drastically increases the likeliness of a prospect to convert into a customer.

The most qualified webinar participants are then contacted by the sales team for a personalized demo that will adapt to their specific needs. This is specially useful for bigger companies with large, set processes, to which the Jenji team needs to adapt.

We're seeing about 90% of registrants actually show up as a participant on the day of the webinar.

The Jenji team's advice for successful webinars

Promotion, promotion, promotion !

Don't ever underestimate the importance of promoting the webinar. That's especially true as you launch them, in order to host sessions with enough participants. That goes hand-in-hand with sending the right reminder emails at the right time.

See beyond the leads

Product demo webinars can have other uses other than lead qualification. For example, they can be useful for customer trainings in some cases. This could especially be useful for customers showing signs of disengagement, allowing to update their knowledge about the product.
Webinars can also be used to take workload off the sales team. In this case, instead of passing off a prospect from a webinar to a sales call, the sales person can directly direct the lead to the webinar, saving precious time.

We've seen that simply attending a webinar drastically increases the likeliness of a prospect to convert into a customer.

Maude Marchandise' Avatar

Maude Marchandise

Communications Manager

pattern pattern

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