How RunE2E Increased Their Sales Pipeline by 20% With Lead Nurturing

Client Case Study:How RunE2E Increased Their Sales Pipeline

by 20% with Lead Nurturing

Today’s Speakers

Lisa Cramer, President

Alex Gramling, CMO

Topics

1. LeadLife Overview2. RunE2E Case Study3. Audience Q & A

Please submit your questions by typing them into the Go-to-Webinar “Questions” box

Webinar recording will be emailed to all attendees and registrants

LeadLife’s marketing automation coupled with content marketing strategists create campaigns that maximize sales opportunities and build relationships.

We go beyond email marketing with multi-step nurturing campaigns, rules, scoring, CRM integration, A/B testing and more.

Every client is assigned a content marketing strategist to get them started and make them successful.

Full Service

The kid says it all!

Visual drag & drop campaign builder makes

creating nurturing campaigns, setting rules

and scoring a cinch

World’s Easiest to Use

Visual drag & drop campaign builder makes

creating nurturing campaigns, setting rules

and scoring a cinch

World’s Easiest to Use

And social campaigns too!

Content & Campaign Strategy Services

Additional service packages available to purchase at any time

Lisa Cramer lcramer@leadlife.com

Learn More

Wanna Learn More?

Get the LeadLife White Paper: The Cost of Not Nurturing Leads

www.leadlife.com/nurturing

Case Study: How RunE2E Increased Their Sales Pipeline by 20% with Lead Nurturing

Alex Gramling, CMO, RunE2E

About RunE2E

RunE2E is an integrated IT consulting, workforce and technology solutions company. SAP and AWS reseller/partner. Subsidiary mobile app development company at RunMobile.

Areas of focus: BI, CRM, Mobility and Cloud.

Business Case

RunE2E Marketing Objectives and Goals

Grow pipeline by 20%

Increase quality of leads

Reduce lead to sale time

Improve consistency and frequency of prospect nurturing

Why LeadLife?

Were using email marketing, but needed nurturing: Lead Management List Management & Segmentation Triggers

Real-time Sales Alerts

Needed to track back-end metrics Qualitative Reporting Campaign by Campaign

Inform

Educate

InvolveValidate

Convert

Nurture

The LeadLife Process

LeadLife assigned RunE2E a Content Marketing Strategist Conducted Discovery Call & Analysis Created a Lead Management Plan Identified Target Audience & Persona’s Mapped content to target “need” Implemented “best practices” Trained staff on the technology Provide continuous support

ROI Example: Nurturing Campaign

Campaign Offer: Discount on RunE2E’s SAP/AWS Cloud Consulting Services List of 1800 contacts was segmented based on persona and interest Nurturing campaign consisted of 3 emails (1 email/week for 3 weeks)

Each email came from the dedicated sales rep to personalize the message

Email content created a need to make the audience aware of the costs of not moving to the cloud

Content established credibility for RunE2E Emails were brief with link to a landing page that included:

Sign-Up form for a Needs Assessment Offer Details Benefits of SAP/AWS and RunE2E’s Consulting Services Links to Case Study and Webinar

Asset Examples

Campaign Plan

Marketing-to-Sales Process Triggers were set for Sales Rep Alert (emails) based on

following behaviors: Clicks on an email Completion of the “Needs Assessment Sign-up Form”

Sales was to call within 15 minutes of receiving the alert 360 feedback loop set up between sales & marketing to

determine results and make adjustments to campaigns

Campaign Metrics

Marketing-to-Sales Metrics Email Metrics

Open rate: 13.63% (avg. B2B industry is 12%) Click-thru Rate (CTR): 2.21% (avg. B2B industry is 2%)

Sales Conversion Rate 33% (3 Needs Assessments scheduled)

Campaign ROI Within days of execution – RunE2E closed a five figure

consulting engagement with large pharma company

Overall LeadLife Results

Executed twelve nurturing campaigns since January 2012 Increased pipeline by 20% with addition of nurturing Reduced avg. time to sale Improved quality of leads for better conversion Increased transparency / communications between sales

and marketing

Lisa Cramer lcramer@leadlife.com

Learn More

Wanna Learn More?

Get the LeadLife White Paper: The Cost of Not Nurturing Leads

www.leadlife.com/nurturing