IT Consulting Firm Increases Lead Generation and Sales Team Efficiency With Outsourced Digital Marketing
TOUCHLINE MARKETING CASE STUDY
Overview
A New Jersey-based information technology consultancy who specializes in delivering data visualization and discovery solutions. As a technology partner of SAP, Microsoft, Amazon AWS, Tableau, and a certified partner of technology vendor Qlik, the business intelligence consulting firm develops packaged software and services that empower their clients to make timely and more informed business decisions.
At A Glance
- Industry: Professional Services, IT Consulting, B2B
Location: New Jersey, USA
Employees: 11-50
Solution
Touchline Marketing provided on-going support for marketing activities via a Custom Digital Marketing Plan. After a client health check and marketing audit, a Touchline Digital Marketing Strategist outlined a plan for developing buyer persona profiles and unique value propositions, constructing a professional digital marketing presence, supporting trade shows through digital marketing, and implementing a customer relationship management (CRM) system to manage leads in the sales funnel.
| Marketing Strategy | Buyer Persona | Sales Collateral |
| Pitch Deck | CRM Implementation (Insightly CRM) | Responsive Website Design |
| Social Media Setup – Facebook | Social Media Setup – Twitter | Social Media Setup – LinkedIn |
| Social Media Content Creation | Landing Pages | Email Marketing |
| Copyrighting | Graphic Design | Logo Reconditioning |
| ESP Setup & Validation | Google Analytics Setup | Website Maintenance |
| Press Releases | Marketing Automation | List Building |
| SEO – Search Engine Optimization |
Challenge
Business operations were a divided responsibility between two founding partners. One of the two company founders was responsible for managing the marketing function of the company in addition to their other operational duties and billable client work. The consulting company but did not employ any marketing resources as part of their back-office staff. The client needed to outsource traditional marketing and digital marketing expertise to build a sales & marketing foundation for their young business. Needs included sales collateral for their business and content for product launches.
“With Touchline, our content looks very good.
They do a great job!”
— Chief Technology Officer, IT Consulting Company
Results
- Full developed library of digital collateral to support outside sales team.
- Increase in website traffic by 792% in 1 year.
- Increase in organic search positions by 160%.
- Landing page conversion rate of as high as 47.37%.
- 450% increase in website leads.
- Automated lead nurturing through landing-page-to-ESP integration, marketing automation, and drip email campaigns.
- Email open rate of 18.97% (industry average: 13.3%).
- Organized sales function through the implementation of Insightly CRM.
