Industry
Healthcare
- B2B
MAP
CRM
Goal
Elevate the use of marketing automation to boost engagement and generate new sales opportunities.
Challenges
Declining engagement
During our audit, we discovered that email engagement, although higher than industry benchmarks, had been declining for 5 consecutive years – a trend we needed to reverse.
Testing new approaches
Heavily focused on event and webinar marketing, the team was eager to test new ideas, channels, and tactics.
Strapped for time
The small, yet mighty team, wanted to take on new exciting projects, but like most of us was stretched too thin and needed a little help.
Highlights
Benchmark marketing automation maturity
We began with a deep dive of the Act-On and Salesforce accounts to gather historical metrics, optimize system configuration and identify growth opportunities.
Thinking outside the box
Together we brought to life new themes and created supporting content to fuel the automated marketing machine.
Perpetual campaigning
We launched an array of successful campaigns for each stage of the buyer’s journey, vertical and product line, including ABM and competitor displacement efforts.
“Manu is the ultimate professional and highly knowledgeable about Act-On. On average, the many lead generation programs we deployed increased our opportunity conversions by 3%.”
Results
3,000% ROI
on our first campaign
Our initial engagement netted a 3,000% ROI, generating $450K in new sales opportunities.
+3% lift
in sales conversions
On average our efforts helped MedeAnalytics accelerate sales velocity and enjoy a 3% boost in won opportunities.
More MQLs
and higher engagement
Segmentation and targeted nurturing efforts helped reverse the declining engagement and recapture the attention of key accounts.
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