Type of Company: On-demand Transportation Management Software
Challenge: Become the perceived market leader in the industry with a more effective method for generating and qualifying potential buyers
Solution: Developed automated thought leadership campaigns with theme-based landing pages, content-rich webcasts and segmented follow-up processes
Results: Increased leads 300% without increasing marketing spend; multiplied permission-based contacts 500% in two years; eliminated cold calling and increased close rates by focusing sales on sales–ready opportunities
Case Study: Listen to how this company achieved these results here.
Type of Company: On-demand Regulatory and Compliance Software
Challenge: On a tight budget, establish leading position in multiple vertical industry markets that are highly fragmented with divergent priorities
Solution: Developed market research initiatives using automated survey and online response processes that gathered prospect top priorities for each vertical industry. Developed thought leadership campaigns for each market using issue-oriented landing pages and issue-oriented webcasts and segmented follow up
Results: Qualified lead volumes quadrupled within one year; email open rates increased 6-8 times with some as high as 60%; conversion rates increased 3-4 times with some as high as 15%; penetrated each new vertical market with new messaging and product offerings in six weeks instead of the previous nine months
Type of Company: European Order Management Software
Challenge: Establish credibility and market awareness for North American public and analyst relations and jump-start North American lead generation and partner development
Solution: Developed and executed broad-based public and analyst relations programs that resulted in significant trade publication and analyst coverage
Results: Over three years, North American revenue growth increased from $0 to $65 million, making possible a very successful public offering and strategic relationship with Oracle Corporation
Type of Company: Financial Services Brokerage Software
Challenge: On a tight budget, expand awareness and account penetration in new market segments for new products and services
Solution: Developed automated thought leadership campaigns tied to new product offerings using theme-based landing pages with new collateral, webcasts and segmented follow-up processes
Results: Quick-start program yielded several sales-ready opportunities valued at over $100,000 that closed within 45 days; permission-based contacts doubled within 90 days and sales pipeline grew by over 150% within six months.
Case Study: In less than 90 days a program focused on “dead leads” brings in $100,000 in closed sales and 150% increase in pipeline. The entire podcast interview can be heard here.