Lightspeed Systems Results
Results:
    • 49% increase in pipeline
    • 37% increase in leads
    • 10x increase in pipeline from paid search
    • 59% increase in pipeline from organic search
    • 57% increase in pipeline from events
Solution:

Based on performance metrics and marketing best practices, developed and implemented a new 4-pronged demand generation strategy to meet objectives:

  1. “Always-on” campaigns to deliver continuous lead flow across products and targeting all funnel stages, including: paid search; intent-based content marketing; integrated nurture campaigns.
  2. Website optimization to increase traffic and capture (form fills), including; rearchitected site to dramatically increase site speed; formalized SEO strategies; and website personalization through new technologies and tactics.
  3. Expanded and optimized events program to increase capture of target audience and pipeline from events through expanded pre-event promotion, on-site brand placement, increased speaking opportunities, and attendee engagement activities.
  4. Improved reporting to increase visibility of marketing performance providing an accurate way to identify performance issues and opportunities quickly, including: new reporting processes and dashboards; trained team on key KPIs to watch and what levers to pull/push to impact outcomes.
Britt Marketing Guru
Results:
  • 5x marketing-sourced revenue growth in 20 months leading to strategic exit
  • 114% increase in SQLs
  • 5x increase in demo requests (35 / month to 45+ / week)
  • Built marketing tech stack to support aggressive growth goals (HubSpot, ZoomInfo, G2, RollWorks, MailShake, GA, Hootsuite)
Solution:

Recrafted messages and value propositions to align with the appropriate stages of the customer lifecycle. Created and mapped content to each stage to build compelling campaigns.

Implemented a multi-touch demand generation strategy that included email, digital advertising, social media channels, web strategies and intent signals to drive a 5x increase in demo requests.

Implemented HubSpot, Hootsuite, RollWorks, ZoomInfo, Mailshake and integrated these tools with Salesforce, Chatmetrix, and SalesLoft. Used GA and FullStory to measure web performance.

satmetrix slider
Results
  • Increased lead flow by 3x and maintained conversion ratios
  • Increased website referral traffic by 45%
  • Increased website referral traffic from social by 45%+
  • increased new visitors to site by 20%+ in 6 months through content marketing strategy: rejuvenated blog, social media channels, top-of-the-funnel asset creation (infographics, eBooks, webinars), PR
  • Built go-to-market strategy for new mid-market product and generated 90% of mid-market new business (50+ customers) in the first 9 months of launch
  • Launched PPC/SEO program which drove 40% of website traffic
  • Google Adwords conversions quadrupled in 7-month timeframe
  • Grew the Satmetrix Facebook page following from 256 likes to 7000+ in 9 months
  • Created a video that went viral on YouTube as part of the SparkScore launch (a social media SaaS application) which got 15,000+ views on YouTube (http:// www.youtube.com/watch?v=a7tcPVKtftU)  
Solution

Build a marketing program included: lead generation, content marketing, digital marketing, PR, events (2 large events annually -- US 500+; UK 200+), VoC, product marketing, community management (NetPromoter.com 20K+ members), websites. Optimized funnel mechanics: data append, lead scoring, nurture, progressive profiling, and introduced new lead sources to meet goals.

Awards:
  1. Silver award: Digital Impact Awards 2012 – Best Corporate Viral Campaign
  2. Silver award: Digital Impact Awards 2012 – Best of Sector: Best use of digital in Software Category
  3. Shortlist: Somecomms Awards – Best Viral Campaign – Launching Satmetrix Xperience

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