1. Case Study
Challenges
• Client had robust, multi-channel
lead generation but was
exclusively reliant on tele-sales
delivering low conversion to sale
– Contacts in database either
newly acquired or ill-defined
– No process or infrastructure
in place to execute on full
marketing lifecycle, score leads
or optimize revenue.
– Current corporate email
templates not sufficient to drive
high levels of engagement
– Persona definitions, message
mapping at each buying
stage needed
Tactics
• 3 campaigns developed to
create waterfall of cohesive
communication with prospects,
including campaign to convert
prospects during free trial period
• Offers honed for 4 key
personas with a multimedia
user experience to highlight
product features and benefits
– Each email offered multiple
CTAs, and a variety of resources
designed to attract all job roles
• Progressive profiling used
fast-track highly-engaged
buyers, and route others
for further nurturing
Results
43%Average open rate
27%Average click rate
58%Conversion to form submit
for gated resources
32%of engaged contacts
deemed sales ready
1%opt out
Successful Marketing Lifecycle Strategy
Client is leading technology and software company that operates in more than 170
countries around the world. The company’s products and services support application
development, application security, business services automation, portfolio management,
IT service management, quality assurance, and service-oriented architecture solutions.
33 Arch Street, 9th Floor
Boston, MA 02110
T: 617.880.4000
F: 617.880.4001
www.quickpivot.com
About QuickPivot™
QuickPivot is the leader in real-time cross-channel marketing automation and services for B2B and B2C enterprises.
QuickPivot delivers insight plus channels plus content in one marketing platform to enable marketers to listen,
connect, learn, and adapt to the changing needs of customers. For more information, visit www.quickpivot.com,
or call +1-617-880-4000, or email info@quickpivot.com.
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