How an IT Solution Company Create a New Sales Pipeline and Successfully Entered a New Market
Content Syndication (ABM Approach)
CTOs, CIOs, IT VPs and AVPs, IT Heads, Managers, Assistant Managers and Directors, SAP Architects, Developers and Managers
250 – 2000
About the Client
The client was an IT Solution and Services Company that offered Enterprise Solutions to large organizations. The Company operates globally and has a workforce of more than 12,000 employees.
The company, which is from the SAP BU, wanted to expand its practice by acquiring new customers. It wanted to enter the US market, but was struggling to execute its lead generation strategy. The client hired UnboundB2B to quickly drive leads into the company’s sales funnel. The client had an inside sales team and wanted to make it more productive.
The top highlights from what we noticed
The client was struggling with four key challenges:
Difficulty penetrating new market
Problems generating marketing qualified leads (MQLs)
A sales team that was performing below its potential
Challenges in building a new sales pipeline
Research shows that around 87% of B2B buyers conduct online research before making a purchase decision. After understanding the needs of the client, UnboundB2B recommended its Content Syndication Programme – HQL (ABM approach). We used different content assets to engage its target audience. Since SAP implementation can take longer, a sales cycle around service upgrading and support was created. Unbound identified SAP install base and targeted prospects that were responsible for SAP. The campaign was an instant success for the client. As soon as the prospects started flowing into the sales funnel, the company generated right qualified leads, which enabled it to acquire 4 large proposals.
Tool used to engage target audience
Strategy used to identify ABM Accounts
Enhance your Company's Sales Pipeline
UnboundB2B specializes in B2B demand generation for Tech and Enterprise companies. Contact us to find out how our email marketing and content syndication solutions can generate HQLs for your company, shorten your sales cycle and maximize returns for the marketing investment you make.
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