CUSTOMER IMPACT: OUR WORK
Real successes that have helped our clients boost sales and make a real impact.
Video To Sale Prospecting Yields Soaring 10% Response
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challenge
A sales rep at a metro NY B2B company was put in charge of opening a new geographic territory to explore business opportunities. He also wanted to have a unique personalized outreach to attendees of in-person events that he was hosting so they would keep him top of mind. In short, he needed to get the attention of prospects in a way that would stand out.
The Video to Sale campaign empowers sales reps with a first-mover advantage through personalized video messaging that mirrors natural conversation.
Using a proprietary application and strategic coaching sessions, reps learn to quickly script, record, and share individualized videos that can be embedded across email, LinkedIn InMail, and SMS platforms.
During just two coaching sessions, reps typically create a dozen versatile videos suitable for everything from cold outreach to follow-up communications, allowing them to build authentic connections with prospects through personalized video engagement.
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Solution
OUTCOME
After installing Leadarati's proprietary video app and working with our B2B sales expert, the sales rep began creating personalized videos that generated immediate responses for various purposes - from golf outing invitations to product updates and territory announcements. The app's features allowed him to track email views, facilitate inline replies, and schedule meetings, resulting in a 10% response rate - his highest ROI for any outreach method.
Given this success, he plans to continue using video outreach to build his sales pipeline, and has even recorded content for sales development reps to use on his behalf.
challenge
The midsize technology company was planning the grand opening of their new headquarters and needed an event that would engage both existing clients and potential prospects. With a large customer base and a desire to make a lasting impact, the company sought to create a memorable event that would generate excitement and buzz. They wanted to capitalize on the timing of the event in March and tie it into a popular theme to attract attendees and strengthen business relationships.
02
Grand Opening
Draws Record Crowd
for Expansion
Solution
OUTCOME
The Leadarati event team developed a dynamic opening theme centered around the excitement of the March Madness basketball tournament. This included crafting engaging messaging for invitations, managing attendee coordination, overseeing flawless execution on the event day, and providing thoughtful follow-up to ensure lasting impact.
To bring the vision to life, we contracted six trusted vendors who provided a range of services, such as stunning ice sculptures, a vibrant food and beverage bar, a basketball hoop game, fun-filled activities, prizes, and much more, creating a memorable experience for all guests.
The event was a huge success, gathering twice the amount of attendees than anticipated, in the hundreds. It created a fun-filled and exciting atmosphere for networking, while also helping to build the business.
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Through local outreach, the event gained press coverage and attracted local businesses that became great referral sources for the client. Attendees left with souvenirs and fun giveaways for both themselves and their families.
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Overall, the event led to the company gaining 10 new clients and generated six-figure revenue additions from existing clients.
03
Multi Modal Digital Marketing Results in $245k Revenue for Managed Services Provider
challenge
A prominent IT Managed Services firm offering a full range of managed IT services, including cyber security, endpoint and cloud solutions, was challenged with growing their recurring revenue.
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They had multiple solutions with the potential to offer profitable benefits to customers, but sales was unable to convey that value and convert prospects. The solutions were disorganized, the audience was not defined, and the messaging was unclear and inconsistent.
Solution
Unsure of where to begin, the firm engaged Leadarati to devise a go-to-market approach that would result in increased sales.
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After completing an audit of their managed service solutions, Leadarati branding strategists partnered with the client to organize the solutions in a way that would make sense to the customer.
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With the solutions grouped into several clearly defined offerings, the team developed a robust marketing program designed to build awareness, enable sales and, most importantly, generate leads. More specifically, Leadarati identified target audiences for an outreach database, developed branded names and logos for each offering and created a value messaging strategy.
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With a solid marketing foundation in place, Leadarati implemented a multi-modal campaign. It included a wire press release, target landing page, new web pages, an expert podcast and blog series, branded sales sheets, email, telemarketing and Google ads. Finally, to ensure widespread sales team adoption, a post-campaign selling toolkit was designed and sent to sales reps so that they could take advantage of assets and activities created.
OUTCOME
In its first quarter, the campaign yielded 2,500 hits to the new web pages, 60 viable leads and three immediate new customers (with many more in the pipeline), translating to approximately $250K in revenue.
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With a sales-ready suite of managed services solutions, a clearly defined value proposition and a repository of sales support tools, this MSP is poised to grow the line exponentially, serve more customers and secure a market-leading position in the managed services space.
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challenge
This IT solution provider had challenges engaging followers on social media, increasing brand reach and collaborating with their employees to make them company advocates by sharing IT thought leadership.
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They were posting content but it brought them little value in the form of engagement. Plus, employees wanted assistance creating content that kept them top of mind with their own social networks in order to capitalize on opportunities.
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04
Tech Company Sees Exponential Social Engagement Growth
Solution
"Amp-up Social Ambassadors” program is a turnkey, automated method for employees to share thought leading content within their networks — anywhere, anytime, from any device.
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A combination of customized company-branded, supplier and industry content is delivered via a mobile-based app that pushes social media posts to each participant. It encourages brand advocacy, using individual connections to effortlessly promote content and build engagement with the IT community.
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Leadarati collaborated with marketing to recruit ambassadors and launch the program quickly and painlessly. Virtually overnight, employees began sharing optimized content that supported the company’s message. Customers, partners, and prospects took notice and began engaging, on a much higher level than ever before. After several months, Leadarati added gamification for a fun way to reward posters with assorted prizes.
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OUTCOME
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Through the “Amp-up Social Ambassadors” program, the company leveraged the power of employee advocacy using social media, which increased brand reach by > 1000%. Importantly, the program drove more engagement such as content views, likes, comments, and shares than any of the company’s previous social efforts. By removing all social posting barriers, ambassadors no longer had to worry about mastering social media, writing content and participating consistently. Employees even began suggesting their own social posts for fellow ambassadors to repost.
Participants reported satisfaction with the content they received because it provided thought expertise that they wanted to share with their customers, prospects and colleagues. One average month included 265K impressions (opportunities to be seen), 225 reactions (likes, comments, retweets) and over 500 click-throughs. After two quarters, reach topped a whopping 1.3M, unprecedented for a company in this space.
Everyone was a winner: the company saw a significant brand boost that rivaled costly digital marketing
programs, employees received relevant, thought-leading content to grow their social media engagement, and the sponsoring supplier benefited from an increase in share for their syndicated content.
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05
Re-engagement Campaign Helps Dell Partner Build Awareness & Drive 15 Leads
challenge
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A leading Dell solutions integrator wanted to generate additional demand for its Dell portfolio of solutions to maximize their MDF investment.
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What’s more, the supplier had specifically requested an outbound campaign promoting its PowerStore and PowerEdge Servers solutions & demo capabilities. The reseller had neither the expertise nor the internal bandwidth to initiate a marketing program that would satisfy the supplier’s request, deliver a positive ROI and secure MDF funding for future programs.
Solution
Leadarati began by looking at existing marketing and sales programs and processes to identify how the investment funds were being allocated, areas of inefficiency and missed opportunities. While the sales team was actively focused on closing deals, they had been overlooking an audience segment with significant revenue potential: inactive customers and lost prospects.
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The team built a multi-touch reengagement marketing campaign, aptly themed, “Get in the Game,” encouraging prospects to learn more about how they could win with Dell servers and storage. Prospects were incentivized with a high end “gaming” headset in return for scheduling an appointment to see the virtual demo lab.
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The campaign included investing time in securing the right target accounts. Next came a creatively designed and customized message that supported the Get in the Game theme. All outbound efforts (calls & emails) were promoting/linking to a resource-packed microsite. What made this campaign unique was the cost-effective and creative repurposing of content. Aside from the compelling email and microsite copy, no new material was created. Rather, the team linked to previously recorded podcasts, a Forrester white paper and a video highlighting headset features.
OUTCOME
By tapping a list of 500 previously active customers and prospects, reps were poised for re-engagement success. The outbound email yielded an 8% open rate, three percentage points higher than the industry standard, and 15 appointments were booked.
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The campaign also served as a launching pad to leverage existing content on an ongoing basis, which not only keeps critical Dell PowerStore and PowerEdge messaging top-of-mind for customers and prospects, but also maximizes the client’s initial Dell marketing investment. Additionally, the proof of positive performance solidified substantial future supplier MDF funding.
challenge
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A prominent IT integration company wanted to drive sales prospects by showcasing their deep level of expertise of a specific manufacturer IT solution. They needed a content piece that would stand out from the crowd and provide value right out of the gate.
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Targeting a regional segment of IT professionals located in Colorado, Montana, Wyoming, and Nevada was also a priority as this firm did not service companies outside this specific geography.
Interactive Microsite + AI Targeted Ads
Land Fast Deal
06
Solution
Using the power of digital media, Leadarati created a dynamic digital microsite which featured a premier piece of animated content. The LookBook titled, "Manage Your Data Without Limits" invited users to digitally turn pages that highlighted the firm's expertise in their select IT solution.
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Enhanced with interactive live videos, valuable downloads, and a special promotional offer, the digital booklet encouraged users to book a live demonstration of the product to see the benefits, first-hand.
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In order to drive traffic to the LookBook and boost the firm's sales opportunities, the Leadarati team created an AI-based hyper-targeted Google ad campaign. Featuring multiple distinct ad groups and responsive text, Leadarati keyword experts continuously analyzes and refined results which made for an optimal campaign. Over 45 days, the team consistently adjusted ad copy based on performance. Boosted by a highly targeted email campaign and calls to the client's database, the client's multi-touch campaign was fully optimized to drive true measurable results.
OUTCOME
Following the launch of the LookBook microsite and multi-touch campaign, the company saw a 350% boost in website visitors compared to the previous period.
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Not only were these visitors located in their target locations, but they took action by spending valuable time on the website. They increased their goal conversion rate by 230% compared to the previous period, with users clicking the Contact Us button on their website– some even emailing them directly. By hyper-targeting a geographically specific segment of IT professionals across the company's operating areas, Leadarati identified a highly qualified audience who would find most value in the dynamic LookBook. As a result, the firm booked four live demonstrations and registered one deal in just the first month of the campaign. The big response to this campaign generated a top of funnel pipeline for this eager sales team.
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