Published 23 May 2023

How a SaaS Company Grew ROI by 227% using UnboundB2B’s Email and Telemarketing Solution

A US-based SaaS Company hired UnboundB2B's Email and Telemarketing services. After a 12-week BANT HQL campaign, the company experienced a 227% growth in its ROI. This case study shows how UnboundB2B helped the company achieve these results.

Campaign Type

BANT HQL

Target Location

USA

Methodology

Email Marketing & Telemarketing

Target Audience

CTO, CIO, VP (IT), Director IT, Head of IT, IT Manager

Target Industry

All Industries

About the Client

The client is a fast growing global Software Company. The company provides SaaS software solutions that help businesses integrate and connect data, applications and devices across on-premises and cloud computing environments.

The Challenge

The client is a successful, fast-growing Software Solutions Company. However it could hardly hold on to its market share and achieve its goals due to increased industry competition. To keep up with the competition and to increase customer acquisition and retention, the client decided to hire a lead generation company. UnboundB2B emerged the best choice among shortlisted demand generation service providers.

The top highlights from what we noticed

The client was struggling with four key challenges:

Rising industry competition

Challenge in maintaining market share

Difficulties in realizing marketing goals

Low customer acquisition and retention

Our Solution

UnboundB2B used its HQL generation solution to solve the client’s problem. The solution helps enterprises to boost their sales pipeline with high-quality, sales-ready leads. The solution was delivered in three key steps:

Understanding the Target Audience: Upon understanding the client’s target location, industry, and decision makers, UnboundB2B created ideal customer profiles (ICPs) to enable it to qualify accounts. The ICPs were used to classify prospects based on revenue, industry, needs, interests and location. A list with contacts was created and approved by the client. UnbounB2B segmented the contacts into firmographic and demographic prospects.

Email Marketing Campaign: Each segment was targeted with relevant content using emails, social media, and web pages. Highly personalized emails were sent to all the prospects. The email copy contained an invite for a quick chat with the UnboundB2B team. An AI Predictive Analytics tool was used to understand prospect’s behavior based on their interaction with the marketing content.

Predictive Analytics

Helped in understanding prospect behavior

Email Marketing

Targeted prospects with relevant content

Telemarketing

Identified sales-ready prospects

Telemarketing: UnboundB2B developed a customer information tool to identify prospects who are already in the consideration or decision making phase of the buyer’s journey. A telemarketing script with questions on critical elements for identifying qualified leads was administered to prospects. The four aspects featured in the script to identify sales-ready leads were prospect’s need, decision making authority, budget allocation and purchase timelines.

Lead Scoring: Leads were scored based on the behavior along the buyer’s journey. Prospects that showed positive interactions were nurtured using email newsletters. The emails featured links to content assets that matched their interests. Prospects that demonstrated interest in client’s service or product offerings were pushed to client’s Customer Relationship Management system in real time.

Monthly Analytics of HQLs Generated for SaaS Company

154

High-Quality Leads Generated

189%

Increase in Conversion Rate

227%

Increase in ROI

UnboundB2B successfully completed a 12-week BANT HQL lead generation campaign for the client. The campaign leveraged the ABM approach. Our team created a list of best-fit accounts and delivered highly qualified prospects to the client. The campaign created new opportunities for the client to increase customer acquisition and retention.

Use Email and Telemarketing to Grow ROI

UnboundB2B specializes in B2B demand generation for Tech and Enterprise companies. Talk to us, find out how our email and telemarketing solutions can generate sales-ready leads for your company, shorten your sales cycle and maximize returns for the marketing investment you make.