Grammarly Boosts Plan Upgrades with Sales AI

Grammarly, a leading AI writing assistant, sought to enhance its sales and marketing effectiveness by leveraging AI-driven lead scoring. Facing challenges with manually curated marketing leads that often lacked conversion potential, Grammarly aimed to optimize its sales team's time and improve lead quality.

By implementing Salesforce's Account Engagement and Einstein Account Insights, Grammarly transformed its lead generation process. Account Engagement identifies multiple Grammarly users within the same company, predicting the need for business accounts. Einstein Account Insights then scores leads based on user numbers and engagement with Grammarly resources, providing sales with prioritized, high-quality leads directly within their account records. Automated lead routing further ensures that leads are assigned to the most suitable salesperson.

The results have been significant. Grammarly has seen an 80% increase in customers upgrading their accounts. The increased conversion rates between marketing and sales have also fostered greater trust between the two teams. By focusing on quality over quantity, marketing operations now deliver approximately 200 high-quality leads per month, leading to a 30% increase in MQL conversion. The sales cycle has also been compressed from 60-90 days to just 30 days.

Grammarly also utilizes Einstein Engagement Frequency to automate email sends, ensuring relevance and optimal timing. This has resulted in an exceptionally low unsubscribe rate of 0.04%, far below the industry standard of 2%. The Signature Success Plan provides proactive monitoring for high-volume email campaigns, safeguarding data security and sender reputation, which has contributed to a 50% increase in email deliverability.

Value Results:

• 80% increase in plan upgrades.

• Reduction in sales cycle from 60-90 days to 30 days.

• 30% increase in MQL conversion.

• Unsubscribe rate of just 0.04%.

• 50% increase in email deliverability.