Case Study

A leading online video curation company engages movingDneedle as their strategic partner in sales lead gen program

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The Customer

The customer is the leading provider of cloud-based video curation solutions to the online publishing, non-profit, community and ad network markets. The solutions enable websites to curate, upload, and aggregate content. This video curation solutions power the world\\\\\\\\\\\\\\\'s most engaging video websites. The company provides robust online video management platform in two market segments – Enterprise and the Consumer segment. In the Enterprise segment, the customer facilitates a robust, scalable, and cost-efficient way for brands to complement their original video production efforts and in the Consumer segment, it provides video curation portal consisting of thousands of standalone channels, each devoted to a niche topic, each populated by third-party videos.

Case Scenario: With a significant market share in the consumer segment, the customer wanted to enter the enterprise segment aggressively.

The marketing and sales team used different online marketing channels to engage with prospects, including pay per click, SEO, SCM by approaching different associated vendors where the average cost spent was ‘3X’ as compared to the consumer segment expenditure. The engagement did not gain momentum and the conversion ratio was nil. The sales were not picking up the thrust as the quality of the leads were not appealing. The expenditure, however, was increasing, which made it hard for the marketing and sales team to align on which marketing channels and agencies they should pursue. Having executed their approach towards lead gen strategy which did not yield the expected results, they opted to try out email marketing to generate qualified sales leads. Consequently, the customer was looking for a b2b lead generation partner to generate sales leads through email marketing which made them align with movingDneedle.

movingDneedle helps the customer to increase the sales pipeline using Personalized Email Marketing Campaigns


After conducting a detailed market study, understanding the lead qualification parameter for the customer in the enterprise segment, movingDneedle designed 3 major campaigns viz.

Campaign Management and Optimization


Results Driven by movingDneedle Personalized Email Marketing


As a result of movingDneedle’s campaign management strategy, the customer has seen a 3X increase in lead numbers and they were also able to close Deals. A healthy sales pipeline during the campaign cycle was developed and the customer was able to analyse the appropriate strategy to consume and nurture the leads. This enabled them in decision making and forecast for future enlargement of the company as email marketing helping them in saving the budget and increase the revenue.

Outcome: Customer has engaged with movingDneedle for a long term as their strategic partner in sales lead gen program.



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