I have worked with dozens of brands over the years. Here are a handful of my favourite success stories.
Demand Generation Case Study #1
CLIENT:
UK telecoms business providing phone systems to the SME market.
OBJECTIVE:
Increase sales revenue at a time when the UK market is shrinking.
STRATEGY:
Implement a new go to market strategy designed to make the pre-existing telemarketing appointment setting function more time and cost efficient.
TACTICAL ACTIVITY:
- Redevelop the company website
- Build a new marketing database
- Implement an email marketing strategy
- Update the CRM system
RESULTS:
110% increase in new phone system sales revenue in just 9 months
Demand Generation Case Study #2
CLIENT:
UK manufacturer of cardboard boxes
OBJECTIVE:
Increase sales pipeline by £1,000,000 in 12 weeks
STRATEGY:
Focus on communicating with previous leads and existing customers via email. Reach out to new targets via social media.
TACTICAL ACTIVITY:
- Email marketing
- LinkedIn prospecting
- Social media
- Google PPC and remarketing
RESULTS:
£1.3 million added to the sales pipeline in 8 weeks
Demand Generation Case Study #3
CLIENT:
UK IT software reseller
OBJECTIVE:
Increase sales revenue from a declining market
STRATEGY:
Develop a clear business proposition and become the prime supplier within the UK market
TACTICAL ACTIVITY:
- Redevelop the company website to reflect the product offering and service package.
- Build a new marketing database.
- Implement an email marketing strategy.
- Commission a new CRM and marketing automation system.
- Content marketing programme based around blogs, social content and webinars.
RESULTS:
- Increased revenue from £2m to £6m
- Doubled EBITDA
- Owners successfully exited the business 18 months ahead of schedule
Demand Generation Case Study #4
CLIENT:
UK SaaS application
OBJECTIVE:
Create sales leads as the sales pipeline was virtually non-existent
STRATEGY:
Refocus marketing efforts around the annual industry exhibition with new website and sales collateral
TACTICAL ACTIVITY:
- Developed clearer proposition
- Updated the website
- Utilised new messaging and graphics on the website, in new sales collateral, email marketing activities and on the exhibition stand
- Implemented social media and email marketing campaigns to promote attendance at the exhibition
RESULTS:
94 qualified sales leads