Transforming Demand Generation Through Account-Based Marketing for a Salesforce Summit Partner
Our client, a Salesforce Summit Partner, is recognized as one of the top five Salesforce managed consultants globally. With over 15 years of industry experience and multiple applications listed on Apex, they primarily serve clients in the USA. However, post-COVID, they faced stagnant growth, prompting the need for innovative revenue streams.
Despite a robust internal outreach team, the client struggled with declining traction within the Salesforce ecosystem. They approached Demand Virtue to enhance their lead generation efforts and explore a new business area: acting as an extended technology partner for USA tech enterprises engaged in Salesforce projects.
(a) We identified high-value tech enterprises in the USA likely to benefit from the client’s Salesforce expertise, ensuring focused outreach efforts.
(b) Customized campaigns were developed to address the unique challenges of each target account, featuring tailored email outreach, personalized landing pages, and content that showcased the client’s strengths in Salesforce project management.
(c) To establish the client as a thought leader in the Salesforce community, we created insightful content addressing industry trends and pain points. This included webinars, white papers, and case studies that highlighted successful implementations.
(d) A robust lead nurturing strategy was employed, incorporating regular follow-ups, personalized communication, and value-added insights to maintain engagement throughout the decision-making process.
1. 72 New Leads: Within six months, the client acquired 72 new leads, significantly boosting their sales pipeline.
2. 22% Conversion Rate: The targeted approach led to a remarkable conversion ratio of 22%, demonstrating the effectiveness of personalized marketing efforts.
3. New Business Opportunities: The client successfully positioned themselves as an extended technology partner for USA tech enterprises, opening new revenue streams and collaborative opportunities.