Case Study

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

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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 (BFSI, Media & Entertainment, Broadcast Networks & publishing Houses, IT & ITES, Hotels & Hospitality, Tourism, Manufacturing, Healthcare, Retail & Logistics, Oil & Gas, Energy & Utilities, Real Estate, Big Data, Education), movingDneedle designed 3 major campaigns targeting multiple industries viz.

Video production Campaign focused on

Video Platform and Curation Campaign focused on

Generic Campaign

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 analyze 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.

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