A US based IT services company sought to refine their brand positioning and adopt the most effective sales enablement strategies. Their goals included lead generation, brand building, and supporting internal ventures – incubated startups – with strategic vision and tactical execution.

We collaborated with tthis client to implement an integrated marketing approach:

Results:

• Enhanced Visibility: A 150% increase in organic impressions and traffic and a 24% boost in social media engagement strengthened the online presence.
• Lead Generation Machine: MQLs (Marketing Qualified Leads) increased by 25%, with an improved MQL to SQL (Sales Qualified Lead) conversion rate of nearly 78%, indicating a higher quality lead flow. Point-of-view (POV) marketing campaigns leveraging video, interactive elements, and collaboration tools achieved a 3.3x click-through rate (CTR), demonstrating audience interest in the company’s expertise.
• Content Strategy: The company addressed a significant portion (75%) of its content gap in key technology areas by developing new white papers, sales blogs, and other informative content.

• Strategic Alignment: The multi-pronged marketing strategy provided a clear roadmap for both marketing teams and company management, fostering better internal alignment and understanding.
• Data-Driven Decisions: Leveraging existing CRM data and employing improved audit processes allowed for data-driven insights to optimize marketing efforts.
• Sales Acceleration: A 20% rise in lead-to-sale conversion was attributed to clearer value proposition messaging from marketing, leading to increased sales success.
• Improved Client Retention: By effectively articulating the company’s value proposition, client churn rate decreased by 15%, highlighting the importance of clear communication in building strong client relationships.