Background:
Our client, a major cable TV and telecom provider, aimed to grow in the small to medium-sized business sector. However, lacking tailored marketing, online tools, and dedicated sales, they faced challenges.
Challenges:
- Limited Focus: Marketing efforts ignored the SOHO market.
- Tracking Constraints: Inadequate tools hindered lead monitoring and sales strategy.
- Resource Limitations: Internal limits hindered business content creation.
Approach:
- Collaborative Workshops:
- Worked with stakeholders to understand needs.
- Prioritizing Challenges:
- Identified key pain points, focusing on lead acquisition.
- Mapping Customer Journey:
- Mapped the customer's path to purchase.
- Custom Solutions:
- Developed a digital marketing plan and a scalable CMS.
Actions Taken:
- Process Optimization:
- Improved the buy-flow to target business customers.
- Tailored Development:
- Created custom solutions integrated with Salesforce and Eloqua.
- Content and Creative Services:
- Developed content strategies and tested different approaches.
Results:
- SALES SURGE: 22x increase in online sales and 2.5m business customers acquired
- INNOVATIONS: 40% increased leads, 30%cut cost-per-lead
- TRUSTED ADVISOR: Facilitated platform management transition, driving sustained sales growth
- WEBSITE REDESIGN: Spearheaded website redesign initiatives and implemented intuitive navigation features, culminating in a 50% surge in qualified leads directed to sales representatives, thereby enhancing sales efficiency and revenue streams.