Case Studies
Corporate Events: A Lead Generation Case Study in Transforming Prospects into Sponsors/Attendees
The client, a well-established B2B events firm that operates in the USA and UK markets, orchestrates both in-person and virtual private roundtables as well as conferences, bringing together CXOs from major global enterprises. These events serve as platforms where corporate leaders connect with innovative content and solutions across various sectors including IT, Information Security, Marketing, Finance, Human Resources,AI, Data & Analytics and Customer Experience.
To achieve their ambitious growth objectives and to fill their events on time with a number of sponsors,the client needed to reach decision makers at the top of large companies operating within their targeted region and the team had no way of doing this quickly at scale.
The team faced frustration as they were unable to get word out to key decision makers.This struggle resulted in difficulties attracting the desired number of sponsors and attendees promptly for the event.
The TargetBees team relished the challenge of reaching out to decision makers within discussed criteria
There was in-depth discussion to talk about offered services; its strengths, its competition, its selling points, and, most important, its audience. The team then got to work researching, analysing, and putting together a lead generation strategy and campaign.
The focus was on three things: (1) finding the right types of corporations to contact, (2) finding the right decision makers at those corporations to contact, and (3) determining the right messaging to use.
The team then swiftly planned out a testing structure that would test all of these elements so their best-performing sub-campaigns could be quickly scaled-up across different geographies.
A well-thought-out email outreach campaign was developed to address the needs and concerns of the target audience in such a way that would encourage these decision makers to take action. The campaign used a well-planned sequence of messages to ensure excellent campaign results.
From there, the campaign was constantly monitored with new corporate innovation leads added daily by the Lead Generator and tweaks made to improve overall email outreach performance.
Sales Meetings With decision makers from Global Companies By working closely with the innovative client’s team, to develop a whole new approach to email outreach marketing, TargetBees achieved 26.8% reply rates for some of the campaigns. Yes, not open rates, but the actual reply rates from which 70% were interested to know more right now or later with positive responses and sales meetings with the decision makers in global companies that would previously have been impossible to reach.
The email outreach campaign was a great success. The client quickly picked up many new sales leads and intro meetings with executives at Outsystems,PWC, Qlik, Cloudera, Blackline, Mercer, Deloitte, Workday, and Crowdstrike, among others.
The partnership with TargetBees has had a significant positive impact on their revenue growth.
TargetBees has maintained а high standard of careful planning, sales lead research, and campaign execution to ensure that we continue to operate with а sales pipeline full of excellent В2В leads.
Knowing, that І саn rely on TargetBees’ professionalism and dedication to quality, while saving crucial time, effort and energy, has been invaluable.
–Vice President of Global Sales
Securing Success: A Cybersecurity Lead Generation Case Study
An emerging start-up headquartered in Bristol-UK that provides Cyber Security training through its Cloud based virtual labs.
- As a fledgling company, our client sought a collaborative partner to aid in attaining their growth objectives by generating high-quality leads within their targeted criteria throughout the UK.
- The client lacked the resources to establish an internal sales team and thus sought an outsourced partner capable of rapidly scaling and enhancing pipeline results.
- The company targeted accounts within the mid-market and enterprise companies in the UK, with a particular emphasis on large MSSPs, Government & Defence, and the law enforcement sector.
- They required a partner well-versed in both Account-based and persona-based selling, capable of effectively communicating the value proposition to executives (‘C’ level) as well as at a more operational level.
- Identify valuable opportunities with target prospects starting from scratch by effectively communicating the value proposition through a multi-touch, multi-channel approach.
- Generate brand awareness, educate prospect about the services and gain more exposure in the client’s target markets.
- TargetBees research methodology was employed to pinpoint the pertinent target personas across different departments and lines of business.
- TargetBees team was responsible for delivering an agreed monthly number of qualified sales leads with both IT and line of business in enterprise and mid-market companies across the UK.
- TargetBees team worked closely with the Client’s Sales Team providing ongoing campaign visibility and analysis of activities, interaction with prospects and pipeline generated.
- 100% target achieved during pilot porgram, 40% leads progressed immediately into opportunity stage
- Pipeline generated so far exceeded the expectations by 100%
- Deal closed from a lead generated by TargetBees in the pilot program
- The client doubled the program after the pilot period, due to the great results delivered.
HR Lead Generation Success: A Case Study in Learning & Development
The Client is the leader in deploying live learning at scale to power behaviour change, human connection and continuous development for people everywhere.with the mission to revolutionizing workplace culture through innovative approach to human skills development.
The Client faced substantial challenges in their lead generation process, including a limited lead pool, inefficient lead nurturing, and resource limitations. They faced difficulties to expand their customer base and reach new markets due to challenges in identifying and connecting with potential customers. Their existing lead generation system resulted in a high number of unqualified leads and low conversion rates. Moreover, they lacked the time and resources to effectively allocate to lead generation. To overcome these challenges, the Client needed a comprehensive lead generation management solution that would help them broaden their lead pool, improve lead quality, and optimize their resources for better results.
After talking in depth with the data-driven people at the clients, the TargetBees team set to work on analysis of their own.
Combining various databases, the team quickly uncovered a large number of high quality potential leads and then set about applying the right strategies and tactics to engage these leads.
A well-planned email outreach campaign was developed to address the needs and concerns of the target audience in such a way that would encourage them to take action. The campaign had a series of carefully-written messages to maximize the results.
From there, the campaign was constantly monitored with new leads added daily.
IMMEDIATELY FILLED THE SALES PIPELINE Through TargetBees’ clever combination of data mining sources and thoughtful email outreach that attracted the attention of the target audience, the client managed to closed a large sale in the first month with 12 more in the pipeline, all of which led to significant revenue growth.
Unlocking Success: A B2B SaaS Lead Generation Case Study
The client is an emerging B2B SaaS company operating in global markets. Their primary offerings are development of well-integrated and intelligent intranet solutions for large organisations to facilitate internal communication, MS Teams infrastructure, along with incorporating SharePoint migration, Microsoft Flows, and third-party integration.
In order to acquire clients or potential leads in a competitive market, the client needed to engage with Internal communications / IT decision makers in large companies within their target region. However, the team lacked an efficient method to achieve this rapidly at scale.
The team faced obstacles in reaching out to crucial decision makers, resulting in vexation. Consequently, they encountered difficulties in attracting the desired level of interest from solution seekers and effectively onboarding them.
The TargetBees team enthusiastically embraced the task of engaging decision makers within defined parameters, demonstrating their commitment to delivering results.
Thorough Analysis: The team conducted comprehensive deliberations to assess client’s services, strengths, competition, selling propositions, and most importantly, target audience. This meticulous analysis laid the groundwork for our subsequent strategies.
Strategic Planning: Armed with insights from the analysis phase, the team meticulously researched and formulated a lead generation strategy and campaign tailored to clients unique requirements.
Email Outreach Excellence: Leveraging their expertise, the team crafted a carefully planned email outreach initiative designed to resonate with the target audience and drive action from decision makers. The campaign’s structured messaging sequence ensured maximum impact and engagement.
Continuous Optimization: The campaign underwent continuous monitoring and refinement, with the Lead Generator consistently integrating new leads in corporate innovation. This iterative process ensured that adjustments were made promptly to enhance the overall performance of email outreach efforts.
4 TIMES’ MORE SALES LEADS By listening to the people with the knowledge and experience at the client, TargetBees was able to develop a whole new email outreach campaign that got positive responses from the Internal Communications/IT decision makers.
As a result, the client got 4 times’ as many sales leads coming in every month than they ever had in the past. This meant they could have more sales meetings with their ideal customers and close more deals.